N2 Summary
This chapter focuses on the distributive bargaining. Firstly it describes a vivid story about selling and buying house between Larry and Megan. In this example, we know the meaning of target point, resistance point bargaining range and bargaining mix. The positive bargaining range the key of the negotiation begin. Then, it also concerned with four important tactical tasks. In order to make distributive bargaining effectively, understanding the process of taking positions is also important. In this field, it is include opening offer, opening stance, initial concessions, role of concession, pattern and final offers. After negotiating for a long time, you must learn to close the deal. This chapter also mentions several methods. And finally, many kinds of hardball tactics are introduced in it and we can learn what are they and their weakness.
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