Tactics to Move Negotiations into a Zone of Potential Agreement

The video tutorial discusses various negotiation tactics to help move negotiations into the zone of potential agreement. It explains the concept of reservation points, which are the points at which parties will walk away from a negotiation. The tutorial also covers strategies and tactics such as providing alternatives, demonstrating confidence, and using sweeteners to facilitate agreement. It emphasizes the importance of understanding both parties' reservation points to find a zone of potential agreement.

In what situations might splitting the difference be an effective tactic?

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Describe the tactic of 'exploding offers' and its intended effect.

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What are 'sweeteners' in the context of negotiation, and how are they used?

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