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
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