Negotiator's Learning Center
Bargain Stage
The Bargain Stage is where the give-and-take happens during a negotiation. During bargaining, you make and manage concessions to satisfy both parties while creating and capturing lasting value.
- Who Opens First in Negotiations?
- Bargain: Stage 3
- Opening Proposals
- Who Opens First?
- Challenge First Offers
- Never say "No!" or "Yes!" Say "Yes if...."
- Handling Objections: When They say "No"
- Making and Managing Concessions
- Probing in Bargain Stage
- Probe Starters
- Probe Challenges
- Crunching
- Results of Effective Probing and Crunching
- Problem Solving with Creativity
- Demonstrate Fairness
- Psychological Drivers that Make Demonstrating Fairness So Powerful
- Offers and Proposals