2- Negotiate: Use Key Tactics for Success

Question 1

What is the main source of your power in a negotiation? How to increase it?

Answer 1

Information. By asking many questions, and analyzing the answers

Question 2

Should you reveal your BATNA?

Answer 2

Only if it’s strong, as it will give you more power during the negotation

Question 3

How should your BATNA strategy be?

Answer 3

Find out the other side’s BATNA, weaken it (point out their BATNA’s weak spots) and strenghthen yours by having varied alternatives (multiple BATNA)

Question 4

What’s the fixed pie assumption?

Answer 4

That you have to beat the other side in order to earn tour part of the pie: Again, is a position based perspective, when the opposite (interest-based) is true

Question 5

What’s a reactive devaluation?

Answer 5

Inmmediatly disregarding the other’s side proposal, because you see them as a rival, when in fact it could be a very good proposition

Question 6

What is anchoring?

Answer 6

The reliance on a number that has been shown to make a rough numeric estimate

Question 7

What should you do when negotiating a price? Should you say yours first, or wait for the other’s?

Answer 7

You can:

• Say it first, and create an anchoring effect
• Wait for the other to say it, and have won some information