Four Central Concepts: Starting Points in Your Negotiation Flashcards
1
Q
What is required to create an alternative?
A
- Develop new sources
- Vertical integration
- Different processes that do not need that supplier’s input
2
Q
Before entering a negotiation, you need to
A
- Identify your BATNA
- Identify potential ZOPA’s
- Identify your reservation price
- Identify potential areas of value creation through trades and trade-offs. What costs you little to give up but may be valued by your counterpart?
