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The planning process
Establishment of the target objective
15 other sections not shown
accept achieve action adopt agreement assessment assumed bargaining zone behaviour believes bid desirability bid price bidder buyer commercial negotiator commitment competitors concede concession factor considered contract contractor costs customer's delivery discount discussion effect estimate example expected value favourable Figure firm gain game theory identify increase initial demand initial offer interpersonal relationships involved issue judgement level of aspiration limit loss manager margin maximize maximum minimum negotiating objective motivation negotiating plan negotiating team negotiator for Opponent negotiator's obtain Opponent's negotiators outcome particular penalty person position possible preference price level prisoner's dilemma probability distribution problem profit contribution proposals purchaser purchaser's quick kill reduce relation relationship result secure side significant situation Social Psychology specific strategy choice subjective expected utility success probability suggested supplier tactics team leader tender threat tion utility function utility value zero-sum game