The first Core Concept is the Settlement Range. The Settlement Range provides us with a critical visual picture of what is going on behind the scenes in a negotiation. Here is how it works.
Imagine a negotiation between a salesperson for a software company and a buyer. The buyer needs to purchase 11 licenses for this type of software. The salesperson has told him that the price for 11 licenses will be $500 each. Unbeknownst to the buyer, however, the salesperson is actually authorized to go as low as $400 per license in order to make this sale.
Let’s paint a picture of what we know about the salesperson’s negotiating position. We can do this by creating a range of all the possible agreements that the salesperson ...
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