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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Analysis of Step 2

The first thing to observe is the Seller’s opening position (OP; $300,000) versus the Buyer’s walk-away (WA) point ($250,000). If the Seller holds firm, the Buyer has no choice but to find an alternative to meet their needs. However, if you compare their respective desired settlement points (DSP), they are clearly within range ($25,000) of making a deal. Also, the Seller has no time frame in the settlement range and the need for speed is very important to the Buyer. Settlements of all of the other items are within range.

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