Question 492 ptsStriking a balance between creating value and claiming value is an essential part of any negotiation, but it can prove difficult. What are the top two points one should consider when trying to strike that balance?
How likely is it that one could achieve a win-win-solution and how likely is that one will have to deal with these particular individuals again?
How important is the outcome of the negotiation to senior management and how much has already been invested in the preliminary stages of the negotiation?
How credible are the threats one could deploy as part of a negotiating strategy and are your opponents operating from a position of strength or one of weakness?
Determining which of your items are non-negotiable and which ones can be bargained away and being able to determine when an opponent is bluffing about what they present as being non-negotiable.
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