Question

1.If you open a negotiation with an extremely high or low offer, are you prepared to handle the possibility that your opponent might break off negotiations? If this happens, do you think that if you try to bring your opponent back to the negotiation by making a big concession, it will make you look foolish or incredible?

2.When you plan your negotiation strategy, do you consider how your opponent might respond to your offers and demands? If so, do you adjust your positions based on what you expect your opponent will do? Can you anticipate his or her moves?

Answer 1

1 Ans: Negotiation should be started taking in mind the mutual benefit of opponent. Opponent might break off negotiation if he does not find value in it and it looks rediculous. To gain the opponent, if big concession is given then it might not look professional and it will make us look foolish.

Reasonable responses should be prepared to deal with any kind of opponent's query. The offer should be convincing to the opponent and it should look logical.

2 Ans: Yes, preparation must be done before making the negotiation strategy. The strength, weakness and choices of opponent should be analysed. His moves should be anticipated based on past experience and his future strategy. The option must be put as a best option available in the market. Opponent should be convinced that he is getting the best offer at a reasonable price.