Selling & Negotiation Skills_1

Expand the Pie

Some integrative agreements are built by increasing the available resources so that both sides can get what they want.


Log - Rolling

It is to exchange concessions on different issues, with each party yielding on issues that are of low priority for themselves and of high priority to the other party.


Trade-offs

Trade-offs are sometime achieved through non-specific compensation. Here one party gets what it wants and other is repaid on some unrelated issue.


Cost cutting

This happens when somebody (one of the negotiators or a third party) examines the concerns that underlie the positions taken by one or more parties and looks for a way to achieve these concerns. Sometime only one party's concerns need to be examined, because that party will accept the other’s demands if these concerns are met.


Bridging

Such solutions are devised by an analysis of both parties underlying concerns.