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 [...]
Yields and Shields ᵀᴹ 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 and Shields. "Yields" are low value, willing to give up, let go, concede and "Shields" are must haves, cannot conceded, the boss says "never"! [...]
See definition for Distributive Negotiation.
Threatens extreme action if the other side does not agree. Threat is implicit in every negotiation, whether it is expressed openly or not. There is always a possibility of deadlock and if talks fail both parties expect to lose something. Threats also create hostility and may have unexpected consequences.
Making similar or like exchanges of information, concessions, introductions, money, or something else of value that are given by one party to another party. Think of: "You scratch my back and I"ll scratch your back," "I did this for you now you owe me."
The total cost approach is a powerful negotiating tool for any seller under price pressure. Use the total cost approach to defend a firm price. If price appears to be the sticking point, do what Albert Einstein suggested when he said, "No problem can be solved at its own level." Direct your negotiation towards total [...]
One party concedes or yields on issues. While it would appear a concession by one party would bring the participants closer to agreement, sometimes a concession can do just the opposite. Developing a concession strategy is an important part of any negotiation.
A negotiation exchange that involves making negotiation concessions or the "trading-off" of issues so as to maximise on each sides' value. So you will offer the other side something that they value more than you, in exchange for gaining something from them that you value more than they do.
Suggest a solution or option to see if the other side bites. Exploring potential opportunities or alternatives.
Determining if a person is lying by asking a variety of questions, all designed to validate the same information or fact. When inconsistencies surface you can infer the person is lying. Liars find it very hard to remain perfectly consistent in all aspects of a lie.