Filtered dossier

negotiation

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    Negotiation Frames Entry #0347

    The reason a small unexpected concession buys goodwill cheaply

    A concession is valued against what was expected, not against what it cost. Unrequested gives are measured from a baseline of nothing.

    Adept
    The hidden part #0347

    A concession is priced by the receiver against expectation, not by the giver against cost. Unrequested gives are measured from zero.

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    Negotiation Frames Entry #0346

    Why the second-lowest bid often wins a tender

    The lowest bid is the one that most likely misjudged the work. Buyers who have been burned learn to read it as a warning rather than an offer.

    Novice
    The hidden part #0346

    A competitive tender selects the bidder who most underestimated the work. The lowest number is evidence about the bidder, not about the price.

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    Negotiation Frames Entry #0345

    The reason precedent outranks logic in a renewal

    A renewal is not priced from scratch. Last year’s terms become the reference, and any move from them requires a justification that they never did.

    Master
    The hidden part #0345

    Last year’s terms need no argument and any change does. The reference point is not a position in the negotiation; it is what the negotiation is measured from.

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    Negotiation Frames Entry #0343

    The reason a friendly tone can raise the price

    Warmth makes an ambitious request easier to make and harder to refuse flatly. The rapport is genuine and it is also working on the number.

    Novice
    The hidden part #0343

    Warmth does not change the number. It removes the appetite for the counter-offer that would have moved it.

    Open file
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    Negotiation Frames Entry #0341

    The reason the last five per cent takes half the time

    The easy items were settled first, so what remains is not merely smaller. It is the residue of everything that could not be traded.

    Adept
    The hidden part #0341

    What is left at the end is not a small sample of the whole. It is everything that resisted being traded, arriving with nothing left to trade.

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    Negotiation Frames Entry #0340

    Why a mediator changes outcomes without changing facts

    A third party alters what each side can say without losing face. The set of admissible statements changes, and agreements live in that set.

    Master
    The hidden part #0340

    A mediator does not add facts. They create a room where a position can be revealed without becoming a concession.

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    Priming & Exposure Entry #0742

    Why a hard chair makes a negotiator less willing to bend

    A hard chair primes rigidity through haptic feedback, causing the sitter to adopt a tougher negotiating stance without any conscious awareness of the chair’s role.

    Adept
    The hidden part #0742

    A hard chair hardens the offer. The negotiator credits their preparation; the chair takes no credit and no blame.

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    Priming & Exposure Entry #0738

    Why a steep opening figure makes later ones feel modest

    A high anchor at the start of a negotiation recalibrates the buyer’s reference point, making every later number feel like a concession even when it is still inflated.

    Novice
    The hidden part #0738

    The first number on the page is not an offer — it is a ruler. Every number after it is measured against a scale the seller drew.

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