The Three Ways to Respond in Negotiations - CrossPoint Business

Basically, the various ways of responding during a negotiation fit into three different categories.

1. Take it or leave it.
The simplest way to respond in a negotiation is with a "yes" or "no" to the proposal.

For example, whether the buyer makes an offer or a seller makes a counter-offer, the other party has the option to accept or reject the offer exactly as proposed.

2. Split the difference.
Another valid response is to split the difference or find middle ground between two positions.

For example: A buyer and seller may elect to split the difference between what the seller is willing to accept and the buyer is willing or pay. This is an oversimplification, but this method is often used.

3. Trade-offs.
The third way to respond is to offer or ask for a trade-off in one area in order to hold one's ground in another area. The parties have to know what is really important to them. Many of these trade-offs are non-monetary and involve personal issues.

For example, the seller may want his son to be able to stay with the company or may want a guarantee that the buyer will not move the company. In either of these situations, the seller may accept a lower price offered by the buyer as a trade for accepting such a condition.

Contact us to learn what we do to take a business from "For Sale" to a "Done Deal."

Source: http://www.crosspointbusinessgroup.com/blogs/?p=44&more=1&c=1&tb=1&pb=1

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