Tag Archives: Hard Bargaining

Questions Put You in Charge

One of the most important elements of a robust negotiation strategy is your question strategy.  Questions put you in charge during a negotiation.  Questions accomplish the following: Establish baseline responses Allow you to direct the issues discussed Apply pressure to … Continue reading

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Viacom’s attempt to Position vs. Music Industry

February 12th Philippe Dauman, Viacmon’s president and CEO, issued the following statment: As we go forward, we are continuing to focus more on software than hardware, looking to reduce the cost structure associated with Rock Band, being selective in the … Continue reading

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Case Study: The Music Business

Today I thought it would be interesting to take and dissect a real negotiation to see some of the concepts in action.  So here is the setup, I’ve obscured some of the facts to protect the guilty: Parties Involved: 1. … Continue reading

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Price is Always Distributive!

You can’t have a collaboration over price.  Price is always win-lose.  What you gain the other party loses (or pays) and vice versa.  There is no way to grow the proverbial pie when it comes to price.  Unfortunately as luck … Continue reading

Posted in Auctions / Bartering, Concession Trading, Hard Bargaining, Negotiation Basics | Tagged , , , , , , | Leave a comment

Characteristics and Behaviors of Hard Bargaining

Hard Bargaining is probably the most recognizable type of negotiation.  Buying a house, buying a trinket in a foreign market, selling an asset, buying close out inventory, disposing of equipment, etc.  When most people picture Hard Bargaining they think of … Continue reading

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