CLASS 3

Question 1

How can you discover the other’s party resistance point?

Answer 1

1. Information is the force of nego
2. Target, RP, motives, feelings, confidence, etc
3. Only give certain info (facts) and other invented to lead the other party that things are favorable to you

Question 2

The resistance point changes?

Answer 2

No, it almost never change

Question 3

What type of info we should share?

Answer 3

Share needs and facts, not your numbers, beliefs or opinions

Question 4

In a nego, you should push until what?

Answer 4

Push as close to the RP

Question 5

What should we never ask i a nego regarding the RP?

Answer 5

Don’t ask the other’s party RP

Question 6

What are the ways to influence the other party’s resistance point?

Answer 6

1. Reduce the other party’s estimate of your cost of delay or impasse
   2.Increase the other party’s estimate of their own cost of delay or impasse
2. Reduce the other party’s perception of the value of an issue
3. Increase the other party’s perception that you value an issue