BARGAIN HARD
6 concepts to master
Bargaining / Aggressive Negotiation Tactics
ConceptThe process of negotiation involving offers and counteroffers to reach an agreement on price or terms, negotiating aggressively to achieve the best outcome.
How It Works
It involves psychological strategies, tactics, and understanding the other party's motivations to influence the outcome. Using strategies such as anchoring, bracketing, and concession patterns to influence the final price.
Negotiation Styles (Analyst, Accommodator, Assertive)
ConceptThree distinct behavioral profiles that influence how individuals approach and conduct negotiations.
How It Works
Each style has different priorities (data, relationships, or speed), interpretations of silence, and preferred communication methods that affect negotiation dynamics.
Extreme Anchor
ConceptAn initial offer that is intentionally very high or very low to influence the other party's perception of value and negotiation range.
How It Works
It sets a reference point that can skew the subsequent offers and concessions, often leading to a more favorable outcome for the anchor.
Strategic Umbrage
ConceptA well-timed expression of offense or indignation to signal strong disagreement and potentially influence the other party to reconsider their position.
How It Works
By conveying strong conviction, strategic umbrage can make the other party question their own assertiveness and be more willing to make concessions.
Ready-to-Walk Mindset
ConceptThe willingness to abandon a negotiation if the terms are not acceptable, indicating a clear bottom line and preventing being taken hostage.
How It Works
It gives negotiator power by signaling independence and preventing them from making desperate concessions to avoid a failed negotiation.
ZOPA (Zone of Possible Agreement)
ConceptThe range between the seller's reservation price (the lowest they'll accept) and the buyer's reservation price (the highest they'll pay), within which an agreement can be reached.
How It Works
If the reservation prices overlap, a ZOPA exists, and a deal is possible; if they don't, no agreement can be reached unless one party changes their reservation price.