Map the Zone of Possible Agreement Before Discussing Price
Map the zone of possible agreement before discussing price — what studies show, and what they do not.
The Research
Raiffa (1982, The Art and Science of Negotiation) formalises the zone of possible agreement between the two parties' limits.
The Limitation
Formal analysis; practical application requires adaptation.
The Nuance
Negotiating without knowing your limit means discovering it at the worst possible moment. (our executive and employee training programmes)
Practical Implication, Testable in Zurich
Before the negotiation, write down your limit, your target and your assumptions about those of the other party. To go further: explore the Advanced Negotiation training in Zurich in the canton of Zurich, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Zurich
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