Bargaining Techniques

OJ Fragen Bargaining Techniques

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Cartes-fiches	88
Langue	English
Catégorie	Gestion d'entreprise
Niveau	Université
Crée / Actualisé	08.10.2021 / 24.04.2022
Attribution de licence	Non précisé
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Which key negotiation term best describes the range between the two negotiation parties’ reservation prices?

Bargaining Range of Buyer and Seller

Driving Range

Settlement Zone

The buyer’s reservation price is 500. The seller’s reservation price is 300. What is the bargaining surplus?

800

[300;500]

200

What is a synonym for the Walk-away Price?

Reservation Price

Aspiration Price

Anchor Price

Which of the following could be a BATNA?

Better price from another party

Buy from another supplier

Do nothing

Which term best describes the function of the list price (“sticker”) in automobile showrooms:

Anchor

ZOPA

Walk-away Price

Which key negotiation term best describes your preferred outcome in a negotiation?

First Offer

Aspiration Price

Anchor Price

You are the seller in a negotiation. You suspect that the buyer is withholding important information from you that would justify a higher price. How can you get the information during the negotiation?

Straightly ask about the issue

Make the buyer speak as much as possible

Politely reiterate those questions on which the buyer is not giving you a straight answer

How do you determine your reservation price as a buyer for a piece of land?

The reservation price is solely derived from the BATNA.

Reservation price is determined by BATNA and budget constraint.

Reservation price is determined by BATNA, budget constraint, and forecast value increase of the piece of land