LAW 3113 Lecture 11: 11%2F28
Document Summary
Find out what"s important to the other side & interests. Certain amount of capital someone has to put it in. Gage how eager one of other parties is entering into transaction. You dont know dont be first to open could give away too much or ask an unreasonable amount that will damage credibility and negations. Situation of someone who doesn"t know what norm is you don"t have normative leverage. What do you do when you have weak leverage. See where you can pull leverage ( don"t just give up) See what other side needs, what are his or her alternatives, what"s normal, what does other side think is normal. Hints on how you can show positive leverage. Norm of reciprocity, i will agree and make these concessions( bc no leverage), but bc i"m making these concessions heres what i"d like in return. In transactional type of negotiations you can afford to be more optimistic.
