here. And so what I'd like to do is very

is very quickly talk about what we just saw in our discussions in our

quickly talk about what we just saw in

conversations so getting more information is key

our discussions, in our conversations. So

what do we mean when we talk about getting more information look back at

getting more information is key. What do

the conversation that the dialog you can see that each side is trying to say all

we mean when we talk about getting more

know your information is wrong let me tell you my information

information? Look back at the

no no your information is wrong let me tell you my information so both sides

conversation, at the dialog. You can see

are always trying to influence or give out that information because information

that each side is trying to say, "Oh no

is king and negotiation information is everything this is key to assess

your information is wrong. Let me tell

successful distributed bargaining before goals of the negotiator include one find

you my information. Oh no no your

out the other side's resistance . to influence the other side's guesses three

information is wrong let me tell you my

influence the other side's outcome evaluations and for influence the cost

information." So both sides are always

of delaying or leaving the negotiation the ways to actually get this done are

trying to influence or give out that

called the tactics and we kind of mentioned these already right let me

information because information is king

just review them quickly because they're so key right

in a negotiation. Information is

what we want to do is we want to keep our secret secret and we want to get the

everything. "This is key to a

other side secret information we want to try to figure out the resistance . if we

successful distributive bargaining." "The

can we wanted if we could get their target price that would be good

four goals of the negotiator include one

we want to influence what they think of us and then we want to influence what

find out the other side's resistance

they think the value really is and now we're going to look at a few specifics

point. 2.) Influence the other side's

it's a little bit too tiny here for the screen but you can look inside your book

guesses. 3.) Influence the other side's

and get the details what we're doing is we're looking at very specific tactics

outcome valuations. and 4.) Influence the

to see so what we do is we started out at the beginning talking about the big

cost of delaying or leaving the

idea making some goals getting a gold package and we talked about some overall

negotiation. The ways to actually get

strategies the four big strategies now we're talking about distributive

this done are called the tactics." And

negotiation then we get down to how do you actually do it what is the actual

we've kind of mentioned these already

tactics that you use and now we're down to the very specific kinds of words you

right? but we just review them quickly

can use and the specific kinds of tactics you can use i'm not going to go

because they're so key, right? What we

over each one in a super detail but what I would like to do is just quickly shoot

want to do is we want to keep our secret

over a few of them in direct assessment for example in direct assessment means

secret, and we want to get the other side

how can you find out what the other side resistance point is how do you find out

secret information. We want to try to

what that resistance is how do you find out what that target is you can try to

figure out the resistance point if we

check information maybe check the newspaper check some articles check the

can. We want to, if we could, get their

accounting public accounting statements of the other company so you can always

target price. That would be good. We want

try to get information check the internet so you can find something out

to influence what they think of us, and

about the other side and that information will help you understand

then we want to influence what they

this product or this price that you're negotiating over now so indirect meaning

think the value really is. Okay, now we're

try to find some information from another way direct assessment means find

going to look at a few specifics. It's a

information directly from the other side

little bit too tiny here for the screen,

how do you do that well you could just ask right it's very doubtful though tell

but you can look inside your book and

you but you never know they might not be careful about keeping their secret

get the details. What we're doing is

information secret so you could just ask another one is when they talk listen

we're looking at very specific tactics,

carefully to what the other side says they may be giving you a clue about the

you see. So what we did is we started out

resistance . and me giving you a maybe maybe giving you a clue about their

at the beginning talking about the big

limits you are you listening in other ways you can just ask somebody on the

idea, making some goals, getting a goal

team or maybe you have friends of friends of friends maybe you know

package. Then we talked about some

someone who knows someone who knows someone at the company that's another

overall

way it's also kind of it sounds indirect but actually a little bit direct because

strategies, the four big strategies. Now,

you're getting information from people there that

we're talking about distributive

another direct way actually screening selected presentation emotion all of

negotiation. Then we get down to how do

these are ways to observe the other side or influence the other side to make them

you actually do it? What is the actual

think something which you want them to think we can make them react in some way

tactics that you use? And now we're down

to give you some information you can also use logic and hide information from

to the very specific kinds of words you

the other side keep your secret information secret hide some information

can use and the specific kinds of

like what is your inventory what are your sales numbers

tactics you can use. So I'm not going to

what is your cost what is your capital cost what is your manufacturing capacity

go over each one in a super detail, but

you can keep these things secret even hide them and that could actually

what I would like to do is just quickly

influence the other side so you can use logic you can use outside partners you

shoot over a few of them. Indirect

can change the schedule of the meeting for example I were supposed to meet this

assessment, for example. Indirect

morning but actually we can't make it we have to postpone the meeting until

assessment means how can you find out

tonight or maybe the other team is flying in on an airplane and fly for 12

what the other side's resistance point

hours on a flight then you scheduled a meeting for early in the morning the

is? How do you find out what that

next day and they only get a few hours sleep so you can schedule things or

resistance is? How do you find out what

change schedules to make the other side more tired how does this help you

that target is? You can try to check

it may mean that they're not so good at keeping their secret they make mistakes

information. Maybe check the newspaper.

and tell you information that they would rather not tell you i know that all

Check some articles. Check the accounting,

sounds a little bit kind of sneaky little bit harsh but these are tactics

a public accounting statements of the

that are used in negotiation again the key point to remember is you want to get

other company. So you can always try to

the other side secret information anyway you can so now i want to look at some

get information. Check the internet. See

negotiation positions we kind of talked about this earlier in another unit when

if you can find something out about the

we talked about how do you begin the first offer how do you do a follow-up

other side, and that information will

offer so what I want to talk about is the tactics tactics you use to actually

help you understand this product or this

influence or to give the signal to help you win

price that you're negotiating over now.

as you negotiate remember first that distributive bargaining is all about

So indirect meaning try to find some

getting something from the other side so it's important that the other side give

information from another way. Direct

up something and you don't give up something where the other side gives up

assessment means find information

more and you give up less the key to this is the start with an opening offer

directly from the other side. How can you

that is not close to the resistance . remember that even your target . right

do that? Well, you could just ask, right?

we talked about what your target price what's your resistance now you want to

It's very doubtful they may tell you, but

be away from your resistance and then you want to even be a little bit away

you never know. They might not be careful

from your target because the other side will push you over your target now of

about keeping their secret information

course once you begin you can say things like in this example I won't give up

secret so you could just ask. Another one

anything I I want to help you but I'm not going to give up anything so this is

is when they talk, listen carefully to

kind of the stand you need to take I'm trying to cooperate but i'm not going to

what the other side says. They may be

give anything up

giving you a clue about the resistance

I want to help you but I'm not going to give in i would like to come to an

point.They may be

agreement but this is my bottom line

giving you a clue about their limits. Are

so this is the kind of normal negotiation stand you take with your

you listening? In other ways, you can

position you try to sound like you're helpful but actually you're going to

just ask somebody on the team or maybe

keep a solid position you're not going to move now that's what you present to

you have friends of friends of friends

the other side that's what you make the other side here so that they think

maybe who know someone who knows someone

you're being positive and actually you're trying to also be tough

who knows someone at the company. That's

so what we have you are basically two attitudes friendly I'm trying to help

another way. That....

you and tough

sounds indirect, but it's actually a little

I cannot give you anything more friendly I want us to be happy I want us to win

bit direct because you're getting

win but tough this is my bottom line

information from people there. That's another

so these two ideas together these two attitudes these two ways these two

direct way actually. Screening, selective

tactics to express yourself call them friendly and tough one way is friendly

presentation, emotion-- all of these are

one way is tough now when you negotiate you mix these together of course but you

ways to observe the other side or

tend to prefer one are you going to be mostly friendly are you going to be

influence the other side to make them

mostly stuff so if you're going to be mostly friendly than the opening offer

think something which you want them to

is going to be further from the resistance . and if you're going to be

think or to make them react in some way

tough

to give you some information. You can

in other words if you're going to be friendly then your resistance . you need

also use logic and hide information from

to begin much further away because you're going to have to give up more can

the other side. Keep your secret

you trying to be nice you're trying to be friendly okay i'll give you something

information secret. Hide some information

i'll give you something i'll give you something

like what is your inventory? what are

this makes the other side think that you're you're being friendly

your sales numbers? what is your cost?

you're cooperating so you give up more and then they give up more and then you

what is your capital cost? what is your

come to a conclusion sooner the other ways to be tough and it's gonna be tough

manufacturing capacity? You can keep

that means I don't give in i don't give you one cent I don't get one dollar you

these things secret. You can hide them

keep saying it's my bottom line I cannot give you any more but if you do that

and that could actually influence the

then you must begin closer to your resistance . because the other side is

other side. So you can use logic. You can

going to keep trying to push you but you're not going to move you begin very

use outside partners. You can change the

very far away and you're very very tough it's going to be very hard to get an

schedule of the meeting for example. "Oh,

agreement because you're so far and you're not going to move and remember in

we're supposed to meet this morning, but

negotiation it's a process you have to give things up

actually we can't make it. We have to

you cannot give nothing up right but the question isn't distributive can we give

postpone the meeting until tonight." Or

up les and can we get more

maybe the other team is flying in on an

even though the other side may not like the tough attitude this approach can

airplane, and they fly for 12 hours on a

make the negotiation shorter because you begin closer to your resistance and you

flight. Then you schedule the meeting for

say that's it that's all I'm going to do and I'm not going to change and if you

early in the morning the next day, and

give something you get very very little bit at one time and then the other side

they only get a few hours sleep, so you

gets tired and then you come to a conclusion faster on the other hand if

can schedule things or change schedules

you're going to be friendly you need to begin further away and if you begin

to make the other side more tired. How

further away from your resistance . you have to give up something give up

does this help you? It may mean that

something talk talk talk to give up something give up something and it takes

they're not so good at keeping their

more time so the tough negotiation

secrets. They may make mistakes and tell

although it seems like it's harder actually in the end may make the

you information that they would rather

negotiation shorter not always but it is possible

not tell you. I know that all sounds a

once the other side sees how hard it is they're going to give up they don't want

little bit kind of sneaky, a little bit

to keep fighting and then you can move forward okay but if you're too tough

harsh, but these are tactics that are

if you're too hard what happens well if you're too tough

used in negotiation. Again, the key point

if you're too hard if you're too far from the resistance . and you're over

to remember is you want to get the other

the other side resistance . to just walk away

side's secret information any way you can.

they will give up they will not negotiate that's possible

So now I want to look at some

ok now let's go ahead and look at a nice simple diagram here in this diagram we

negotiation positions. We kind of talked

can see what i'm talking about a little bit more graphic goal right let me give

about this earlier in another unit when

you a nice killed clear look at that so we have an average right and this is

we talked about how do you begin the

moving through time moving through time so we're going to be moving across time

first offer? How do you do a follow-up

from the opening offer up here over to opening attitude first concession more

offer? So what I want to talk about is

concessions final offer over there at the end so we begin and then we continue

the tactics, the tactics you use to

until the end

actually influence or to give the signal

so what happens when we have our opening offer

to help you win as

well

you negotiate. Remember first that

let me give you a nice clear shot here nice close-up opening offer don't start

distributive bargaining is all about

to close to your resistance . start further away and then opening attitude

getting something from the other side. So

means you start out friendly or tough you can be friendly or top of course you

it's important that the other side give

have a little bit of both baby mostly friendly or mostly top but you can't

up something, and you don't give up

really be half tough and half friendly because the other side will be confused

something, or the other side gives up

at one minute you say I will not give it give anything

more, and you give up less. The key to

this is my bottom line okay i'll give you what you want but that's my bottom

this is to start with an opening offer

line

that is not close to the resistance

okay i'll give you that too but that's my bottom line okay i'll give you $MONEY

point. Remember that? Even your target

but that's really my bottom line this is my last bottom line is sealing system

point, right? we talked about, what's your

very strange right

target price, what's your resistance. Now,

can't really do that so what do we do if you're going to be friendly start

you want to be away from your resistance,

further away from your resistance . if you're going to be tough

and then you want to even be a little

the game closer but try to be mostly one or the other so as you move across you

bit away from your target because the

have a consistent attitude if you take a strong stand then your first concession

other side will push you over your

will be tiny if you take a friendly one and maybe bigger and you may get more

target. Now, of course, once you begin, you

and then you give more concessions

can say things like in this example, "I

how many do you give if you're being friendly you give many if you're being

won't give up anything. I want to help

tough you give you and finally you get to the final offer

you, but I'm not going to give up

so the key point here is to remember the negotiation has a beginning and an end

anything." So this is kind of the stand

you gotta move through time as you move through time you're going to give

you need to take. "I'm trying to cooperate,

something

but I'm not going to give anything up. I

how much do you give and how much time does that take those are key questions

want to help you, but I'm not going to

are you being friendly or are you being tough

give in. I would like to come to an

ok let's do a little bit more follow up here and then this follow-up if the

agreement, but this is my bottom line." So

concessions are made in negotiation when I move for what does this mean if you

this is the kind of normal negotiation

don't give anything you cannot possibly move forward

stand you take with your position. You

you gotta give something gotta give something kind you cannot give nothing a

try to sound like you're helpful, but

tough stand fewer concessions a friendly Stan more concessions in both cases

actually you're going to keep a solid

concessions are important so I don't want to tell you be tough and you never

position. You're not going to move. Now

give anything to give something but how many concessions and how much do you

that's what you present to the other

give depends on your stand concession should become smaller though even if

side. That's what you make the other side

you're being tough even if you're being friendly your concession should become

hear, so that they think you're being

smaller and smaller

positive when actually you're trying to

in this way the other side will think the concessions are nearing the

also be tough. So what we have here are

resistance . let me give you a little picture here to show you what i mean so

basically two attitudes: friendly, I'm

I like this picture but it's very easy to understand so what we're seeing in

trying to help you, and tough, I cannot

this picture here is as the negotiation moves forward you give more concessions

give you anything more. Friendly-- I want

you begin you give something you give something to give something

us to be happy. I want us to win win, but

ok now what you can do is you can say i'm going to give you something for

tough-- this is my bottom line. So these

dollars or you can say i'm going to give you nothing zero dollars so I'm going to

two ideas together, these two attitudes

give you nothing i'm not going to give I'm not going to give up anything i'm

these two ways, these two tactics to

not going to change at all or I can say here four dollars so what does this mean

express yourself, call them friendly and

what I give you four dollars up i'll cut the price for dollars for you and then

tough. One way is friendly. One way is

you sell thank you okay

tough. Now when you negotiate, you mix

blonde and then I say okay I cut the price another four dollars for you using

these together of course. But you tend to

okay thank you but you know the price is still too high and I say okay i'll cut

prefer one. Are you going to be mostly

the price for dollars for you to follow me

friendly or are you going to be

so if I keep giving you four dollars four dollars four dollars

mostly tough? So if you're going to be

what do you think you think what he gave me four dollars and he gave me four

mostly friendly, then the opening offer

dollars and he gave me four dollars

is going to be further from the

can give me another four dollars so if you give up more and you keep giving the

resistance point, and if you're going to

same amount then the other side will think you can still give more but a

be tough, in other words, if you're going

better way is you begin by giving four dollars and then next time you give two

to be friendly, then your resistance

dollars then next time you give one dollar and in this way it looks like

point, you need to begin much further

you've already given everything you can give so I begin by giving up a little

away because you're going to have to

bit more then i give a little bit less then I give a little bit less and each

give up more beacuse you are trying to be nice.

time I give less now it looks like i have no more to give you see so over

You're trying to be friendly. "Oh Ok. I'll

time if you're being tough or if you're being friendly the same thing is just

give you something. I'll give you

how long does it take you give up less and less so that the other side thinks

something." They'll give you something.

you don't have anything more to give up

This makes the other side think that

you cannot give nothing you cannot just say i give you nothing because then it

you're being friendly. You're

won't move for you have to give some concessions but how much do you give

cooperating, so you give up more, and then

well it depends on are you being tough

they give up more, and then you come to a

are you being friendly and then you need to overtime change that to be less and

conclusion sooner. The other way is to be

less

tough. And if you're gonna be tough, that

so as a negotiation gets very near the end you give less and less the other

means I don't give in. I don't give you

side gives less and less what happens as you get to the end that's when the

one cent. I don't give one dollar. You keep

negotiation make it very hard at the beginning I give something you give

saying it's my bottom line. I cannot give

something we both give something that's normal but then we get to the hardest

you any more, but if you do that then you

questions the hardest part

must begin closer to your resistance

this is when we need to have that final push this is very normal negotiation we

point. Because the other side is going to

spent a long time you worked out many things you made a lot of progress now is

keep trying to push you, but you're not

the final push and that is not easy

going to move. If you begin very, very far

so how do you final push to find your agreements

away, and you're very very tough, it's

what's the things you can do that tactics you can do for the final push

going to be very hard to get an

here we have a few things in our book for example provide alternatives

agreement because you're so far and

maybe you can give something else or do something else another thing you can do

you're not going to move. And remember in

is assume a deal this is very common what does sumideal mean it means that

negotiation, it's a process. You have to

we're talking talking and I want I need one more dollar and you say no I will

give things up. You cannot give nothing

not give you a dollar it's just a dollar and you say no I cannot give you a

up, right? But the question in

dollar and then I say okay it's a deal and you said no no well why didn't give

distributive is can we give up less, and can

you a dollar so no that's okay i know you're gonna give me a dollar i assume i

we get more? "Even though the other side

assume i just say well we can do it it's okay i think you'll do it I trust you I

may not like the tough attitude, this

believe you and you just say it's a deal

approach can make the negotiation

it's not really a deal but sometimes that works you can also split the

shorter." Because you begin closer to your

difference with the split the difference

resistance, and you say, "That's it. That's

half and half the little bit that's left just cut it in half and deadlines offer

all I'm going to do, and I'm not going to

means i'm going to give you some time and before this time if you agree it's

change." And if you give something, you get

ok but after this time

very, very little bit at one time, and

game over i'm walking away that'll give the other side pressure to push to the

then the other side gets tired, and then

end

you come to a conclusion faster. On the

sometimes you can do what's called a sweetener sweetener means you give

other hand, if you're going to be

something extra maybe you promised to buy more where you promise to in the

friendly, you need to begin further away.

future

And if you begin further away from your

buy from them again whereas a supplier you promised to give them a new product

resistance point, you have to give up

if

something. Give up something. Talk, talk

nature or a product they don't have today or product is very popular in the

talk. Give up something. Give up something.

future like in our example so to sum up today a lot of material in this chapter

And it takes more time, so the tough

a lot of technical material a lot of detail material especially on the

negotiation, although it seems like it's