Bargaining for advantage is a strategic approach in negotiations where one party seeks to leverage their position to gain more favorable terms. This process involves understanding both the value of what is being offered and the needs or limitations of the other party. Effective bargaining requires preparation, the ability to read the situation, and the flexibility to adapt tactics as the conversation unfolds. By using techniques such as anchoring (setting an initial offer to influence the range of acceptable terms), making concessions strategically, and maintaining a firm but fair stance, a negotiator can increase their chances of securing a better deal. The goal is not only to maximize one’s own benefit but also to reach an agreement that both sides find acceptable, fostering positive long-term relationships.
bargaINING for advantage
