Chapter 9: Bargain Hard

Question 1

Begin haggling with

Answer 1

Rattling your counterpart subtly

Question 2

I’m sorry this is really embarrassing … I just can’t

Question 3

Analyst

Answer 3

Type of negotiator not in a rush. Minimize mistakes
“As much time as it takes to get it right”
Hypersensitive to Reciprocity

Question 4

Accomodators

Answer 4

Goal is to be on great terms with their counterpart. Easy to talk to but not as good at follow through.

Question 5

Assertives

Answer 5

Can’t listen until they feel heard

Need Reciprocity ASAP

Question 6

Responding to disrespect with

Answer 6

I’m sorry that doesn’t work for me

Question 7

Why

Answer 7

Makes people defensive

Question 8

Deescelate thoroughly before attempting to punch back

Question 9

Ackerman method

Answer 9

1. Set target price
2. Offer 65% of goal
3. Calculate 3 raises of 85 95 100%
4. Use lots of empathy and different ways of saving no
5. Use precise nonround number for final
6. Throw in nonmonenetary number

Question 10

Conflict is often the path to great deals

Answer 10

Conflict brings out truth creativity and resolution

Question 11

Analyst

Answer 11

How They See Themselves:
† Realistic, Prepared, Smart
How They May Be Seen by Others:
† Cold, Standoffish
View of Business Relationships:
† As long as they aren’t causing conflict, they are actively preserving the relationship

Question 12

Analyst P2.

Answer 12

Cares About:
† Acquiring facts and info
Negotiation Mindset:
† Time = preparation
† Silence = time to think

Question 13

Analyst Pt 3

Answer 13

Characteristics:
† Methodical & diligent. Hates surprises
† Self-image tied to minimizing mistakes
† Prefers to work on their own
† Reserved problem solver
† Information aggregator
† Skeptical by nature
† May appear to agree when just
agreeing to think about it
† Slow to answer calibrated questions
† Apologies have little value

Question 14

Analyst Pt4

Answer 14

Views on Reciprocity:
† Giving: They only give up things they’ve
already thought long and hard about
† Receiving: When they receive first,
they think it must be a trap
Tools to Use:
† Labels, specifically to compare analysis
† Use data
• Use data to explain your reasons, no ad-lib
• Use data comparisons to disagree
How to Get Them Back:
† Show them you’re ready to get
something accomplished
Worst-Type Match:
† Assertive

Question 15

Assertive

Answer 15

How They See Themselves:
† Honest, Logical, Direct
How They May Be Seen by Others:
† Emotional, Aggressive, Harsh
View of Business Relationships:
† Needs mutual respect; nothing more or less

Question 16

Assertive Pt 2.

Answer 16

Cares About:
† Being heard.
Negotiation Mindset:
† Time = money.
† Silence = opportunity to speak more.
Characteristics:
† Perfecting the solution is less
important than getting it done
† Loves winning above all else
† Most likely to get tunnel-vision
• If you focus on one goal, you miss
opportunities to explore options
• Emotions can cloud decisionmaking faculties
† View negotiations as intellectual sparring
† Focus first on what they have to
say. They’ll only listen if they’re
convinced you understand them

Question 17

Assertive Pt 3.

Answer 17

Characteristics:
† Perfecting the solution is less
important than getting it done
† Loves winning above all else
† Most likely to get tunnel-vision
• If you focus on one goal, you miss
opportunities to explore options
• Emotions can cloud decisionmaking faculties
† View negotiations as intellectual sparring
† Focus first on what they have to
say. They’ll only listen if they’re
convinced you understand them