LETTING PRICE BULLDOZE OTHER

INTERESTS

cooperative deals vs adversarial deals

DEAL = 50% emotion + 50%

economics
 Knowing that I have to
divide with you 100$ and
I do 99$ for me, 1 for
you, will you agree to the
split?
 IMPORTANT NONPRICE FACTORS

THE RELATIONSHIP - rather than transactions can be

predominant negociating intrest when working out long term deals

THE SOCIAL CONTRACT or spirit of the deal = goodwill +

shared expectations

THE PROCESS important as its content

THE INTRESTS OF THE FULL SET OF PLAYERS

understand the most criticalconcerns of each side including price and
craft trade-offs among the full set of issues
THANK YOU MISS
VEERA!