Jū: gentle, supple, flexible, or yielding. Jutsu: technique of manipulating an opponent's force against themselves rather than confronting it with one's own force. One of the most common frustrations I hear from supply chain professionals across the globe is the practice of “back-door” selling to the purchaser’s internal clients. Specifically, sellers go around a [...]
Face negotiation theory explains how we manage conflict based on our culture or how we were brought up. The image or “face” we put on for the public correlates with our needs and wants. Individualistic societies like the United States tend to solve conflict through competition or more combative measures while collective societies found [...]
Zone of Possible Agreement (also called the "bargaining range") exists if there is a potential agreement that would benefit all parties more than their alternative options. It is the range or area in which an agreement is satisfactory to both parties involved in the negotiation process. Often also referred to as the "Contracting Zone". Negotiation [...]
Persistent wooing pays off in negotiations—provided it is done without conveying a sense of desperation. People prefer to do business with others who demonstrate that they want and appreciate the business. Tell the other party again and again how much you want to please them. Tell them how much you want to do business with [...]
See definition for Distributive Negotiation.
A buyer finds out what a seller will take by offering to consider a somewhat lower quality item, and then tries to buy the higher quality item for the lower price.
An emotional, physical, and verbal reaction to an offer, then silence to see how the other side may modify their offer.
The idea of trading lower value items for those of higher value is universal in all negotiations. TableForce has labeled these negotiable items as "Yields" (low value, willing to give up, let go, concede) and "Shields" (must have, cannot conceded, the boss says "never")
Win-Lose refers to a distributive negotiation where one negotiator gains the other negotiator’s loss. Both negotiators are typically competing to take away or claim the most value from their negotiation. Also called the fixed-pie scenario, in that there is only a limited amount to be distributed. The term ‘win-lose’ was popularized by “game theory”. [...]
Part of planning your negotiation strategy. Worth analysis is different from cost analysis. In worth analysis, all economic and psychological factors are considered. Worth is the power to satisfy wants. Its value depends upon what is considered useful or desirable to a person in a particular situation. Cost is only one of the many elements [...]
