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The Diagrams Book by Kevin Duncan

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14  THE BARGAINING ARENA

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• The Bargaining Arena is excellent for preparing for a negotiation.

• View yourself or your company as being on the left of the diagram, with the other person or company approaching the issue from the right.

• The first point on the negotiation line is your ‘must’ limit – the limit below which you simply cannot go. So, for example, if it is a financial negotiation and you are selling on a product or service that you have bought in for £7,000, then 7,000 is your bare minimum.

• The next point is your ‘intend’ level – the amount you intend to get. In this example this might be £9,000 to allow a sensible margin on the transaction. ...

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