Terms Distributive negotiation Reservation Price BATNA Target Price Bargaining Zone/ZOPA negative positive Distributive Negotiation Single issue Your loss is my gain Slicing the Pie How do you get the biggest piece? Preparation Offers Alternatives Concessions
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How do you feel when the other party accepts your first offer?
I should have asked for more
Maybe I just got into a bad deal
Do not accept first offers
They are just that – an opener
Expectation to negotiate