leverage

流利说商务英语Level5Unit1Part5NegotiatingTerms

Anchorpoint

Ananchorpointisareferencepointthatnegotiationsarecenteredaround.

Itisthebestoutcomethatonesidehopestoachieve.

Normallythefirstoffermadeduringthenegotiationrvesastheanchorpoint.

Negotiatorstrytoanchorthenegotiationtotheiradvantagetogaintheupperhand.

Bottomline

Abottomlineistheworstoutcomethatonesidewillaccept.

Ifsomeoneispushedbeyondtheirbottomline,theymaywalkawayfromthe

negotiation.

BATNA

BATNAstandsfor“BestAlternativetoaNegotiatedAgreement.”

Itisthecondbestoptionthesidemayhaveinanegotiation.

ABATNAcanbeudasanalternativeifanagreementcan'tbereached.

WhenonesidehasagoodBATNA,have

morepower.

HavingastrongBATNAallowsyoutodetermineifanagreementisworthaccepting.

ABATNAisthecondbestoptionasidemayhave.

Leverage

Leverageisthepowerthatonesidehastoinfluenceanother.

Ifyouhavemoreleverageinanegotiation,youcanpersuadepeopletoacceptyour

terms.

Typically,thesidemostinneedofanagreementhastheleastamountofleverage.

Themoreleveragesomeonehasanegotiation,thestrongertheirpositionwillbe.

Talentedcandidateshavemoreleverageduringjobnegotiationsbecaumany

companieswanttohirethem.

Themoreleverageyouhave,thestrongeryourpositionwillbe.

Deadlock

Inadeadlock,neithersideiswillingtocompromiandnoagreementcanbemade.

Adeadlockhappenswhenonesidepursuesitsowninterestsinsteadofmutually

beneficialterms.

Tobreakadeadlock,negotiatorsmustfindawin-winoutcome.

Theybrokethedeadlockbyofferingalargeconcessiontotheotherside.

Concession

Aconcessionisacompromithatismadeinordertoreachanagreement.

Makingconcessionsallowsbothsidestogetpartofwhattheywant.

Butgivingtoomanyconcessionsmaymakeonesideemweakordesperate.

Hemadeconcessionsbecauhedidn’tfeelthathehadanyleverage.