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a situation in which a benefit gained by one side means a loss to the other side
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a situation in which both sides benefit
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develop an understanding of and ability to communicate with someone
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find out the other side’s expectations
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begin the bargaining procedure start learning
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start to negotiate the terms of an agreement
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arrive at a situation which no progress can be made
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allow or give up things in order to reach an agreement
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arrive at an agreement where both parties reduce their demands in order to agree
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discuss all the aspects of the dea
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return to the negotiating table start learning
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re-negotiate an agreement
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add extra false interests to your agenda which you can bargain with, without affecting your real interests
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ask for more or offer less than expected in order to make ‘concessions’ later
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make one last ‘small’ demand once the deal has been done hoping that your opponent will agree in order not to harm the agreement
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one member of your team is demanding and inflexible (the bad cop), the other appears to be pleasant and reasonable (the good cop). Your opponent will have to deal with the good cop.
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make references to what your opponent’s competitors are offering in order to gain the concessions that you want
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state limitations (e.g. money, time), real or imagined, hoping that your opponent will make a concession to meet your limit
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appear as if you are ready to break off the negotiations unless your interests are met
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stop talking during the negotiation in the hope that your opponent will become uncomfortable and want to make a concession in order to break the silence.
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neutralise: the negotiation decoy start learning
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Probe each interest thoroughly, e.g. by asking how each one helps your opponent.
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neutralise: good cop / bad cop start learning
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Focus your efforts on Mr./Mrs. Nasty and ignore Mr./Mrs. Nice. Alternatively, just ignore the tactic altogether
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neutralise: negotiating nibbling start learning
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Be very clear about what is included and excluded in the deal. Resist the temptation to make this final concession
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neutralise: the extreme offer start learning
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Show your surprise and allow yourself to laugh. Mention other deals you have made to persuade your opponent to adjust his/her expectations.
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neutralise: take it or leave it start learning
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Ignore the threat and continue the negotiation as if you have not heard it
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neutralise: negotiation silence start learning
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Restate your offer. Do not make any suggestions or concessions. In extreme cases, get up and walk out the door in the hope that your opponent will call you back and continue in a reasonable manner.
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neutralise: mention the competition start learning
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Make sure you know what your competitors are offering and be prepared to explain how your product or service differs in terms of value.
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neutralise: negotiation limits start learning
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If you can make this concession, make sure you get something back. Alternatively, focus on how your product or service will save your opponent time or money in the long-term.
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