Concession Patterns: Shrinking Steps and Where the Other Side Is Heading
This lesson is part of the course
In this lesson
You measure both sides' concessions round by round, check that Harbor's steps shrink, project Harbor's final bid from the pattern and chart the negotiation dance.
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Lessons in this course
- Your BATNA: The Expected Value of Your Alternatives Locked
- Reservation Prices & the ZOPA: Is There a Deal at All? Locked
- Multi-Issue Offers: Weighted Scoring with SUMPRODUCT Locked
- Comparing Package Offers: Price, Payment Terms, Volume & Warranty Locked
- Concession Patterns: Shrinking Steps and Where the Other Side Is Heading Locked
- Anchoring & First Offers: What Your Own Deal History Says Locked
- Expected Value of an Offer: Price × Acceptance Probability Locked
- Total Value of a Package: Base, Bonus, Equity & Benefits Locked