Practical Negotiating: Tools, Tactics & Techniques

Chapter 4

1.	This description of currencies has been cited throughout the literature. However, the term elegant—currencies of low cost to the provider but high value to the receiver—is also referred to as of “minimal complication and maximum impact.” Positive Negotiation Program (Nashua, NH: Situation Management Systems, 1991), pp. 1–26.
2.	A version of this exercise is also used in the Positive Negotiation Program (Nashua, NH: Situation Management Systems, 1991), pp. 3–5.
3.	Karl Albrecht and Steve Albrecht, Added Value Negotiating: The Breakthrough Method for Building Balanced Deals (Homewood, IL: Business One Irwin, 1993), p. 44.
4.	Adapted from Tom Reilly, Value-Added Selling Techniques: How to Sell More Profitably, Confidently, and Professionally, 2nd ed. (New York: McGraw-Hill, 2002), and Value-Added Sales Management (New York: McGraw-Hill, 1993).
5.	Roger Fisher and William Ury, Getting to Yes: Negotiating Agreements without Giving In (New York: Penguin Books, 1983). BATNA is an acronym for “Best Alternative to a Negotiated Agreement” with the other party. In other words, if I can’t reach an agreement with you, what other options or choices do I have?