Setting Limits As Step To Closing Deal In Negotiation Training Ppt
This slide highlights Setting Limits as the critical step to closing a deal in negotiation. While entering into a negotiation, always have a goal or Target Point TP and a limit or resistance point RP. Between these two points is the bargaining zone you can reach an agreement. It also mentions that if you recognize early on that your bargaining zones do not overlap and that there is no Zone of Possible Agreement ZOPA, you will walk away. If they overlap and there is a ZOPA, you will identify it early on and move the discussion forward more quickly and effectively.
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