the fair never give negotiating. negotiations. in because A threat is it will lead like to more, blackmail, larger often a bluff. threats. Walk-out To walk out Never, Recognize of a because it the tactic negotiation destroys trust and name before an and prolongs it. Call the agreement is negotiations Let reached; to unnecessarily. the other refuse to side walk negotiate out. Do not further. respond Usually emotionally. accompanied The other with an side would accusation of not resort not being to this tactic fair. Used to if it did not instill fear of want a deal; losing. therefore, Invariably a increase bluff. your HLE after a with confidence. There are several rules suggested in the bargaining tactics in Exhibit 13.4. Rule #14: Never split the difference when it is in the other side’s favor or is not close to your HLE; have patience and continue negotiating. Rule #15: When faced with unacceptable and unethical bargaining tactics, name them and tell the other side the names so the other side knows you are not fooled. Rule #16: Never respond emotionally; respond calmly, politely, and firmly. After you have done the following: (1) assessed the situation, (2) assessed both side’s negotiating styles, (3) identified interests, set objectives, and determined your targets, (4) assessed both side’s leverage, (5) estimated the ballpark and committed to
the negotiating. A threat is like blackmail, often a bluff. fair negotiations. never give in because it will lead to more, larger threats. Walk-out To walk out of a negotiation before an agreement is reached; to refuse to negotiate further. Usually accompanied with an accusation of not being fair. Used to instill fear of losing. Invariably a bluff. Never, because it destroys trust and prolongs negotiations unnecessarily. Recognize the tactic and name it. Call the Let the other side walk out. Do not respond emotionally. The other side would not resort to this tactic if it did not want a deal; therefore, increase your HLE after a with confidence. There are several rules suggested in the bargaining tactics in Exhibit 13.4. Rule #14: Never split the difference when it is in the other side’s favor or is not close to your HLE; have patience and continue negotiating. Rule #15: When faced with unacceptable and unethical bargaining tactics, name them and tell the other side the names so the other side knows you are not fooled. Rule #16: Never respond emotionally; respond calmly, politely, and firmly. After you have done the following: (1) assessed the situation, (2) assessed both side’s negotiating styles, (3) identified interests, set objectives, and determined your targets, (4) assessed both side’s leverage, (5) estimated the ballpark and committed to
MS_5_Chapter_13_NegotiatingClosing_COMPLETE.docx