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Distributive Negotiation Preparation

CONSTRAT

Competitive Negotiation Strategy Tool

by Michael Jeklic, PhD

Custom Negotiation | Range: 8,000 – 25,000
1

Set Your Reservation Value

Reservation value is your walk-away alternative (BATNA), your no-deal option.

Your Limit: $15000
R
$8,000$12,000$16,000$20,000$24,000
2

Estimate Their Reservation Range

Estimate the other party’s min & max limits with the blue sliders.

Your Limit: $15000
R
Their Min: $12000
T1
Their Max: $18000
T2
$8,000$12,000$16,000$20,000$24,000
3

Set Your Aspiration Value

Your aspiration is your target — better than your reservation but achievable.

Your Limit: $15000
R
Their Min: $12000
T1
Their Max: $18000
T2
Your Goal: $13000
A
$8,000$12,000$16,000$20,000$24,000
4

Plan Your Anchor & Concession Strategy

Choose an anchor and plan concessions that halve each time toward aspiration.

Your Limit: $15000
R
Their Min: $12000
T1
Their Max: $18000
T2
Your Goal: $13000
A
Anchor: $11000
⚓
$8,000$12,000$16,000$20,000$24,000

Concession Strategy

8

Your Negotiation Plan