Describe guidelines for making concessions with examples during a negotiation process.

NEGOTIATION TECHNIQUES, LSM 422

Homework 2, Fall 2022

Due Monday, September 09, 2022

Q1. Describe the following by a scenario, showing seller’s view and buyer’s view:

a. Initial offer/asking price

b. Target points

c. Resistance points

d. Walk-away points

e. Conditions for making a deal or not making a deal

You need to take a scenario or example different from the one given in the textbook. (40)

Q2. Describe guidelines for making concessions with examples during a negotiation process. (10)