Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support

Ai Ping is looking to buy Bao Wun’s antique cabinet. Bao Wun isn’t sure of the value. He has been asking for $10,000, but so far the most Ai has offered is $2,000. It looks like a deal isn’t possible, so the two sides are ready to walk away. Before giving up completely, Ai suggests they try a settlement escrow and Bao agrees. Confidentially, Ai is willing to pay up to $8,000, and Bao is willing to sell for as little as $6,000. If they employ a settlement escrow, what do you expect will happen?


If the two sides are truthful or even near truthful, the settlement escrow device will determine there is a deal to be done. It will not reveal the specifics of the two parties’ reservation values, but will report back that there is a zone of potential agreement.

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