字幕列表 影片播放 列印所有字幕 列印翻譯字幕 列印英文字幕 Now, when we look at distributive now when we look at distributive bargaining what do we see in distributed bargaining, what do we see? In bargaining we see that you have basically like a scale here let me show distributive bargaining, we see that you you here have, basically, like a scale here. (Let me not enough they're here maybe about here we go over to my monitor here show you here. Nope, not there. Here yeah that's nice lips turned off my screen there we go may be, about here. Here we go. Let me go on alright so we have a scale so on this scale i put a little picture of a pizza my monitor here. That's nice. Oops, turned off my pizza because remember friend Jane were arguing about the pizza right now my screen. okay there we go.) All right, so we why is Pete's a good example of this well on the scale you see if one side have a scale. So on this scale, I put a goes up the other side goes down if one side goes down the other side goes up little picture of a pizza. Now, why pizza? that's distributed bargaining anytime this side goes up the other side goes Because remember Fred and Jane were down one side wins the other side loses when one side loses the other side wins arguing about the pizza, right? Now why is so you win I lose I win you lose pizza good example of this? Well, on the so that's what distributive bargaining is both sides are in direct conflict and scale, you see, if one side goes up the there's really not a lot you can do to change that the resources are fixed other side goes down. If one side goes what does it mean to be fixed just like in this picture here it's a pizza down, the other side goes up. That's it's around pizza there's no more pizza that's it we cannot go buy more distributive bargaining. Anytime, this there's no more we gotta split up this pizza if you get one piece I get one side goes up, the other side goes down. piece less if I get one piece you get one piece less so in the case of Jane What one side wins, the other side loses. and Fred that was extremely have one little timepiece but same thing if they What one side loses, the other side wins. cut it in half one person gets half the other person gets gets half would that So you win, I lose. I win, you lose. So be okay well no because friend Jane want to be fooled they want to eat enough so that's what distributive bargaining is. that they're not hungry and half is not enough so they both want to eat the Both sides are in direct conflict, and whole piece there's really not a lot you can do to in any case Fred once more and Jane once more they both want more change that. The resources are fixed. What so someone is going to have to win and somebody's gonna have to lose and you does it mean to be fixed? Just like in say well professor warden what if they just cut the piece in half and their this picture, here. It's a pizza. It's a brother little bit happy is not good round pizza. There's no more pizza. That's I mean yeah they still might be hungry but at least Fred gets a little bit and it. We cannot go buy more. There's no more. Jane gets a little bit and the answer to that is in that case yes you're right We gotta split up this pizza. If you get Fred will get a little bit and Jane will get a little bit and Fred will be a one piece, I get one piece less. If I get little bit less hungry and Jane will be a little bit less hungry but in this way one piece, you get one piece less. So in they're both still hungry so they both lose the case of Jane and Fred, that was so you thinking win-win extreme. They had only one little tiny piece, it's not so easy just cutting something in half does not mean win-win but same thing. If I cut it in half, one that just means i have get half of what i want which is the same as losing right person gets half, the other person gets it's the same as losing and distributive bargaining both sides do not want to half. Would that be okay? Well, no. lose and later when we study win-win both sides don't want to lose either Because Fred and Jane want to be full. They it's not just cutting something in half that is not the way it works so in this want to eat enough, so that they are not case I use the scale to show one side goes up one side goes down there is no hungry. way to stop it with the pizza if you get something I get something less and then And half is not enough, so they both want Fred in Jane's case a very small amount so that they're both going to end up to eat the whole piece. In any case, Fred being hungry no matter what we do wants more, and Jane once more. They both ok so I think I kind of made the point they're clear want more, so someone is going to have to for the buyer distributive negotiation begins with what the best deal is the win, and somebody's going to have to lose. target . now let's begin looking at this very very carefully step by step because And you say, "Well, Professor Warden, what I want you to remember this because it's really key idea right if they just cut the pizza in half and very very important so if you're the buyer a distributive negotiation begins their both are a little bit happy, isn't with the best deal which means getting the lowest price right i want to buy at that good? I mean, yeah, they still might the lowest price be hungry but at least Fred gets a ok so i want to buy this cup and I want to get the lowest price this cup cost little bit, and Jane gets a little bit." $100 then i would like to get less than 100 and lower is better right if I'm the And the answer to that is, in that case, buyer so the target . is the best deal and the worst deal is still acceptable yes, you're right. Fred will get a little that's called the resistance . so let's say this cup here this cup maybe the bit, and Jane will get a little bit, and retail price the sticker price is 100 ok whatever it doesn't really matter to me Fred will be a little bit less hungry, i have my price so for me what is my target price well if i could pay 50 that and Jane will be a little bit less is what i would like to pay of course i'd like to pay zero right but remember hungry. But in this way, they're both what we talked about in the previous units that I need to have one is my still hungry, so they both lose. So target so in this case let's say my target is 50 thinking win-win, it's not so easy. Just ok now then I'm the buyer so i would like to go lower so 50 is my target cutting something in half does not mean price that's my target . now how much does the price go up and I'm not gonna win-win. That just means I get half buy fifties what I will when i'm targeting target . of course you could of what I want, which is the same as be lower than 50 i'm happy to that's fine right but 50 is my target now how losing, right? It's the same as losing, and much higher does the price go and I'm just not going to buy it if it goes in distributive bargaining both sides do higher in that case let's say that my upper price my resistance . i will not I not want to lose. And later, when we study will not go past win-win, both sides don't want to lose resistance . let's say that my resistance point is let's say a tok that either. It's not just cutting something the sticker price maybe 100 we don't care that's the sticker price is not in half. That is not the way it works. So important the retail price is not important to us if that retail prices in this case, I use the scale to show one 100 that is over my resistance . of 80 so if somebody tells me you must pay the side goes up, one side goes down. There's price that's on there the sticker price the retail price the list price i'm just no way to stop it. Or the pizza, if going to say no I don't want to spend that because that is over my resistance you get something, I get something less, so we have two things here target and resistance I want you to remember so the and in Fred an Jane's case, a very small resistance . for the buyer is the highest price i will pay higher than amount. So they're both going to end that i will not buy right higher than that i will not buy the target . is the up being hungry no matter what we do. desired price for me 50 anything beyond the resistance . cannot be accepted 80 Okay. So I think I kind of made the point if it's 81 dollars i will not accept if it's 82 dollars i will not accept its there clear. For the buyer, a distributive ninety dollars no it's $100 know if it's $79 then yes I can accept that that negotiation begins with what the best doesn't mean i will accept it but I can accept that if it's eighty dollars can I deal is-- the target point. Now, let's begin accept that looking at this very, very carefully, step yes that's my that is my actual resistance . right but 81 know both the by step, because I want you to remember target . and the resistance . our secret information that you should not tell the this, because it's a really key idea, right? seller here we get into the next important . in negotiation and that is very, very important. So if you're the this idea of secret information so this is the cup i want to buy this cup I want buyer, a distributive negotiation begins to buy it for 50 that's my target my target . the most i will pay is 80 so with the best deal, which means getting 5280 in here right the lowest price, right? I want to buy at if you are going to sell to me and I told you sir i would like to buy that the lowest price. OK. So I want to buy cup and i would like to buy that cup somewhere from 50 to 80 and what would this cup, you say to me you would say oh no problem 80 and then what would I say and I want to get the lowest price. This well 8000k 80 because eighty is still within my resistance right resistance . cup costs one hundred dollars, and I target . resistance it's inside now that was pretty stupid of me to tell you that would like to get less than 100, and right i should just tell you that 100 is way too much i'm not gonna spend that lower is better, right? if I am the buyer. much and then you say well how much do you want and then maybe I begin by So the target point is the best deal, and saying how much do I want maybe I begin by saying 40 and then we can work up the worst deal is still acceptable. like that right That's called the resistance point. So so we begin with two ideas here both of them are secret resistance . and target let's say this cup here, this cup, maybe . please remember those are so awesomely up here right resistance . and target . the retail price, the sticker price is okay secret information 100, okay, whatever. It doesn't really you never want to tell the other side in this case the seller never want to tell matter to me. I have my price. So for me, the seller what is my target price? Well, if i could ok now then let's change perspective a little bit now the seller's a little bit pay 50, that is what i would like to pay. different right Of course, I'd like to pay zero, right? but if the seller is selling this cup then the seller must begin with a price right remember what we talked about in the because he's selling at me previous units? that i need to have what you cannot go and ask i would like to buy that cup how much is it and the is my target. So in this case, let's say seller says hmm i don't know how much money do you have right that's that my target is 50. OK. Now, then I'm the doesn't work right buyer, so I would like to go lower, so 50 no I don't think that works although there are some companies that do that is my target price. That's my target kind of thing so if if you come to me you say mr. warden I'd like to buy that point. Now, how much does the price go up cup and I say the price of this cup let me tell you how much money is in your and I'm not going to buy? 50 is what I pocket right now I don't think that would be a good way to begin what I'm targeting, target point. Ofcourse, what do we normally begin with normally you go to the cellar and there's a price if it's lower than 50, I'm there a sticker price for a list price where we tail price and that price is happy. That's fine, right? But 50 is my listed there where you can ask me and I tell you one hundred this cup is 100 so target. Now, how much higher does the the seller must always begin the seller must always begin with some public price go and I'm just not going to buy information and that public information is going to be the price so we call this it if it goes higher? In that case, let's the sellers asking price say that my upper price, my resistance the sellers asking price point, I will not go past the you can now after the sellers asking price resistance point. Let's say that my what comes next let's take a look at the start of negotiation one value is public resistance point is... let's say 80, OK. everyone can see it while two values our secret The sticker price maybe 100. We so the asking price don't care. That sticker price is the selling price the retail price not important, the retail price is not the list price this in fact is public to other values are secret but we'll talk important to us. If that retail price is about that in a second so the first step is for the buyer to decide how much to 100, that is over my resistance point of offer for the initial starting offer right so if i go to buy a cup and the 80. So if somebody tells me you must pay list price is 100 I'm must decide what do I say to begin with do I say zero you the price that's on there, the sticker should give me that cup for free price, the retail price, the list price please well I can't start with i guess i could start with 0 but no one's gonna I'm going to say no. I don't want to take me serious right so what do I begin with that's going to be the opening or spend that because that is over my first offer the first offer needs to be lower than the target remember my target resistance. So we have two things here: right member my target my target was 50 since the seller will try to raise the target and resistance. I want you to price the seller will always try to make the price go up so the buyer should remember. begin under the target of my target is 50 i would like to get 50 how do i get So the resistance point for the buyer is 50 i must begin below 50 i'll give you 40 so here we have this little chart I the highest price i will pay. Higher than like this a lot that, I will not buy, right? Higher than we can see on this graph here on this line we have three things so far on the that, i will not buy. The target point is right side we have the buyers resistance . that is I will not spend more than the desired price for me, 50. Anything this in my case the example was 80 will not spend more than 80 beyond the resistance point cannot be then you have the buyers target . in my case was 54 the cup so i will spend more accepted. 80, if it's 81 dollars, I will olive oil definitely spend less than this i'm happy to spend less not accept. If it's 82 dollars, I will not the question is though what do I want to get I wanted to get 80 and then we have accept it. If it's ninety dollars, no. If 143 00:07:07,860 --> 00:07:15,569 it's one hundred dollars, no. If it's the first offer so maybe that begin my offer down around 40 and then in this $79, then yes. I can accept that. That Charlie we have a different example so we have 12,000 is the buyers resistance doesn't mean I will accept it, but I can . more than 12,000 too much he wants to get 9000 so where does he begin begins accept that. If it's eighty dollars, can I down around 7,500 and the one more piece of information there is what it's the accept that? Yes, that's my, that is my sellers asking price that's public information isn't it the sellers asking actual resistance point, right? but 81? price no. Both the target point and the ok so i really like you to look carefully at this resistance point are secret information oops they're going to my screen again very sensitive the screen is that you should not tell the seller. Now, what you look very careful in your book at this and begin to understand the here, we get into the next important difference between the buyer and the seller i think it's easy for you to point in negotiation. And that is this understand I think use you do it everyday you understand it but the idea of secret information. So this is problem is i want you to really see that this information has to stay secret the cup Ii want to buy. This cup I want to you really must think what is my target we talked about this last time didn't we buy it for 50. That's my target, my target what is it that is my target how do I decide if i win if I lose point, the most i will pay is 80. So 50 to how do i decided to do a good job for a bad job you have your target clear your 80 in here, right? If you are going to resistance right so your target to your resistance if the price keeps going up sell to me, and I told you, "Sir I would to your resistance like to buy that cup, and I would like to well then that's not so good for you but after some point that resistance . you buy that cup somewhere from 50 to 80.." And will not buy at all so this range here must a secret what would you say to me? You would say, if the buyers first offer is too low for the seller then the seller will not want "Oh, no problem, 80." And then what would I to sell so now we begin to look at this say? "Well, 80 OK." 80 because 80 is still how do you begin you begin lower than your target how much lower how much within my resistance, right? Resistance lower and my answer is well if you go too low the buyer will say huh point, target point, resistance, it's that is just solo forget it I don't want to talk to you right you don't want to inside. Now, that was pretty stupid of me go that low but you don't want to go over your target to tell you that, right? I should just this means the first offer must be higher than the seller's resistance . ah tell you that 100 is way too much. I'm so now we bring in the cellars resistance . remember the buyers