Negotiation Management, Analysis and Support
Distributive Negotiations		14
Single issue negotiations

Main strategies

• Discovering the other party's reservation value and hiding your's.

The more you can learn about the opponent's situation, metivation, BATNA, reservationn value and so on, the greater the chance to obtain a favorable agreement. The less the opponent knows about you the less chance they have to obtain a favorable agreement. Bargainer often reply with a question to a question, partial answers, not really relevant stories and broad arguments.

• Influencing the opponent's reservation level.
  

If you can change the opponent's perception on what is a good deal, what deal they can accept, how important is for them to conclude the negotiations, and so on, then you have a greater chance to obtain a favorable agreement.

• Influencing the opponent's BATNA.

If you can get the opponent to think that this settlement is the best that is possible you have a chance that it can be accepted even if it is werse then the opponent's BATNA.
However, one should not try to get the opponent to think that this is all they can get or that they are not capable to get mor. It is important that the opponent is satisfied and feels as though they got a very good deal.

• Adding negotiation issues.

  If you can add issues that are less relevant to you than to your opponents then you may divert their attention, give up what you don't want and achieve what you wanted to achieve.