Max Bazerman

One, she did a lot of homework.

And when my students take a semester course on negotiation, one of the things that they learn is that so much of negotiation occurs before you even talk to the other side.

Doing your homework, learning what the dealer cost is, learning what the competitive landscape looks like is absolutely critical to negotiating effectively.

So I think Kathy did a great job at doing her homework.

And then second, she did a great job at creating competition.

And she was well aware that when she talked to dealer A, dealer B was a very attractive alternative that she had.

And when she was talking to B, she knew that C was available.

So by having multiple options, it gave Kathy power and comfort.

And that allowed her to get a far better price than she would if she simply went into a single car dealer, used her intuition, and

and kind of winged it.

So I give Kathy great marks on both preparation and creating a competitive environment that strengthened her power in negotiating for her desired car.

Absolutely.

So first thing, people too often assume a mythical fixed pie.

They assume that the surplus to be divided between the two parties is fixed and they miss opportunities to create joint gain.

Second, they're too myopic.

They focus on their perspective when there's so much advantage to thinking about the perspective of the other side, to empathize with the position of the other side so that you can understand who they are and how you can negotiate with them most effectively.

following a couple of the questions to understand how important it is to understand the environment, perhaps culture, perhaps economic circumstances of the other side to figure out what the actual negotiation game looks like and how to best negotiate effectively in that environment.

Yeah, he seemed to be on the search for his new adventure, and he explored a variety of turfs, eventually landing in the retail space.

Yeah, he seemed to be on the search for his new adventure, and he explored a variety of turfs, eventually landing in the retail space.

Yeah, he seemed to be on the search for his new adventure, and he explored a variety of turfs, eventually landing in the retail space.