Resistance Point in Negotiation Explained

Resistance point negotiation

Resistance point negotiation is often considered one of the worst positions to be in; however, resistance points are a helpful metric when evaluating an offer or solution.  A resistance point is often discussed within the larger framework of the best alternative to a negotiated settlement as the farthest a party will be pushed in one …

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The Negotiation Dance: 5 Reasons Not To Sit Out

The Negotiation Dance

Negotiating price (or a settlement amount) can be a long and frustrating process.Think about the last time you bought a car. Exhausting, wasn’t it? And yet research has shown that the outcome is often predictable. Professor Peter Robinson of Pepperdine University reports that such negotiations usually end with an agreement about halfway between the first …

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How the Bargaining Process Helps Parties Feel Satisfied

How the Bargaining Process Helps Parties Feel Satisfied

In negotiation theory, it is a basic beginner’s rule not to start with your best offer, or your “bottom line.” When I first heard this, I wondered, “Why not?” I had always negotiated by simply deciding what I would pay for an item, and then walking in and offering that price. If the seller accepted …

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Responding to the Types of Workplace Conflict

Detect Conflict at Work

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The Mixed-Motive Exchange

Mixed Motive Exchange

We humans are social, but also individual. We often need help to succeed or excel. For example, early man was a poor match for a mastodon or prehistoric bison. He could hunt or gather smaller, less nutritious food alone. But he needed to hunt in a group if he were to take such dangerous high …

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Types of Negotiation: Distributive vs Integrative

Types of Negotiation

Ron stared. The car was beautiful.  All shiny black metal and gleaming chrome everywhere.  Turning to the man beside him, whose name was Dave,  He asked about the car.“Isn’t she lovely?” “Uh huh. How much?” ‘$26,000. ‘You gotta be kidding. Blue book is $23,000!” “Blue book for this car, in this condition, is $26,500.” “That’s …

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The Predictability of Distributive Bargaining

Negotiation Dance

This article examines the predictability of distributive bargaining between two negotiators, and conditions that might distort that predictability. It also introduces the important concept of the ‘negotiation dance,’ which is basic to the study of the negotiation process.Negotiation is a social act; of communication and discovery between two or more people, with the goal of …

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Perceptual Bias and The Frustrated Negotiator

Perceptual Bias

It’s after lunch, and Fred’s feeling pretty good as he sorts through today’s mail.  Ah! There it is, Tom Smith’s response to Fred’s settlement offer in Ajax Accounting v. Johnston. It’s a solid offer, and Fred smiles as he thinks about the vacation he’s going to take during what are now the two weeks set …

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The Power Of “And”

The Power of And

The word “and” is short but powerful. It connects as well as includes. It adds rather than negates. The word “and” provides energy in collaboration and contributes momentum toward synergy. This word enables people with differing perspectives to find common ground. It can supply motivation when opposing parties may be losing hope of achieving their …

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