Professional Documents
Culture Documents
Haggling strategies:
1. Focus on the other party's BATNA and Reservation Value
2. Diminishing rates of concessions (tapering)
3. Responding to an offer you love, consider your options
a. immediate acceptance
b. counter-offer anyway
c. Einstein's story: Princeton asked Einstein how much he wanted to be paid. He said
"$3000/yr". Princeton said "We'll pay you $15,000".
d. did you mis-calculate the ZOPA?
2. suggest there are aspects of the deal that you wish could be improved; acknowledge that they
probably feel similarly
3. suggest you may have already conceded everything that you can afford, but you are willing to
think "outside the box" if that will help the other party
4. state that it is important for both of you to realize that you are not looking for a new
agreement, but for an improved agreement that both parties prefer to the current agreement