MKT 3427 Lecture Notes - Lecture 13: Zopa, Negotiation, Best Alternative To A Negotiated Agreement
Document Summary
Chapter 13 lecture notes: not about negotiation, it"s about integrative negotiations, negotiation is a process. *determine goals and financial objectives (on test): batna* Difference between lowest price you would sell for and lowest price they would buy for: logrolling* I"ll vote for that if you vote for mine . If you give me that thing, i"ll give you this thing . Possible response to complaint: better to have a script to negotiate, be mindful of your timing (pareto law/80-20, 80% of all negotiations happen in the last 20% of the negotiation session, need for product, test question: Sincere need for product: the most difficult to overcome: quantify solutions by showing cost analyses, concerns about the product or services, build greater desire of product. Highlight what they would be missing out on if they don"t get product: concerns related to source of product, internal champion* Someone from the company that can talk up a product.
