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An auction is a mechanism in which the seller is a passive participant after the process has been set, and the primary source of competitive pressure arises from competition among buyers.
Negotiation is a mechanism in which the primary source of competitive pressure arises in across-the-table dynamics between buyer and seller.
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Anchoring too aggressively. If you make a first offer way outside of the ZOPA, you may have to make large concessions to reach a deal or walk away even though a zone of possible agreement exists.
Anchoring too conservatively. You unknowingly give away a big...
Winner’s curse: The feeling that you overpaid simply because you were the highest bidder.
Open outcry auction: Bidders know the high bid at all times, and have the option of beating it.
Sealed bid auction: Bidders submit written bids and do not know what others bid, or (often) how many bidders there are before the winner is revealed.
Three factors fue...
Consider the following:
Differences in expectations about the future often create value in negotiations.
Contingency contracts have three major benefits:
Education officer at museum
All about negotiauctiong: The crossover between negotiation and auctioning.
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Agency involves the marketing and sale of an asset you don’t own. Instead of producing value by yourself, you team up with someone else who has value to offer, then work to find a purchaser. In exchange for establishing a new relationship between your source and a buyer, you earn...
Communicate a clear picture of the value of the solution you established in the selling process. The right buyer can usually “find” the money if the value is too strong to pass up—if the solution you’ve proposed answers their needs especially well.
Most times when buyers say, “Your price i...
Managing teams is a difficult job; you have to deal with tough interpersonal dynamics, from trust issues to personality clashes to competing ambitions.
Managers need to ensure that team members understand the process for achieving the set goals along with empowering the te...
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