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

Brigitte has a gas station for sale, which Albert wants to buy. If Brigitte can sell the station for $600k, then she can take a two-year sailboat trip around the world. Brigitte shares her plans and why she needs $600k. Albert honestly thinks this is the stupidest plan he’s ever heard. And even if it were a good idea, this isn’t a valid reason for him to pay more money. How should Albert reply?


If the seller gets to achieve her objective (sailing around the world), then the buyer gets to achieve his objective (buying the station). Albert shouldn’t pay more just to help Brigitte sail around the world, but he should look for ways to help her achieve her objective.

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