CHAPTER 2- Negotiation Fundamentals
Strategy and Tactics of Distributive Bargaining
The target point is a negotiator’s optimal goal.
Also called a negotiator’s aspiration.
The resistance point is a negotiator’s bottom line.
Also called a reservation price.
The asking price is the initial price set by a seller.
The buyer may counter with their initial offer.
The spread between resistance points – the bargaining range, settlement range, or zone of potential agreement – is important.
When the buyer’s resistance point is above the seller’s, there is a positive bargaining range.