Chapter 20
The Bracketing Tactic
Bracketing is actually both a negotiation preparation tool and a powerful negotiation tactic. Remember back when we were talking about preparing for negotiations, I suggested you establish a minimum position (MIN), a target position (TGT), and a maximum position (MAX) for each of your issues. This approach builds in the flexibility you’ll need during negotiations and you can also set your BATNA—that crucial walk-away point. In essence, you bracket your own objectives. So you’ve already seen how bracketing can be used as a tool. Now let’s see how bracketing can be used as a tactic.
After you establish your MIN, TGT, and MAX positions for an issue, you immediately let the other side know what they are, right? Of ...
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