“Split the Difference” Please respond to the following:Examine two (2) possible results of allowing opposing negotiators provide the offer to split any monetary differences with the government contracting officer. Provide specific examples of the results that you have examined to support your rationale.From the e-Activity, examine two (2) key benefits of using the vice technique in the negotiation process. Explain the process of allowing the opposing side to make an offer to, in the vernacular, “split the difference” in a negotiation where you want to sell for a lot more than the government is willing to spend. Provide specific examples of potential uses of this approach to support your response.Week 2 e-ActivityWatch the video titled, “Secrets of Negotiating – Roger Dawson” (4m 41s). Be prepared to discuss.  Video Source: NightingaleConant1. (2007, November 2). Secrets of Negotiating – Roger Dawson [Video file]. Retrieved from http://www.youtube.com/watch?v=E7pNOzQadE8 This video can be viewed from within your online course shell.Week 2 VideoWatch VideoContracting and Purchasing Negotiation
Techniques
BUS 340
Middle Negotiation Techniques
Topics
• Handling the Person Who Has No
Authority to Decide
• Asking for Reciprocal Concessions
• The “Split-the-Difference” Approach
• Handling Impasses
Handling the Person Who Has No Authority to Decide
• Higher Authority
• Representative
– appeal to ego
– get a commitment
• Be up front
Asking for Reciprocal Concessions
• Material value goes up while service value
drops
• Don’t make concessions
• Your fees are set up-front
The “Split-the-Difference” Approach
• Not 50-50
– How about 75/25 or 80/20?
• Let the other party make the offer
• Concede if it is worth the price and terms
Handling Impasses
• Impasse
• Stalemate
• Deadlock
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Summary
• Handling the Person Who Has No
Authority to Decide
• Asking for Reciprocal Concessions
• The “Split-the-Difference” Approach
• Handling Impasses

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