Negotiation Intentions of Mastenbroek

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Negotiating and Bargaining > Best Practices

Marten van der Zee, Analyst, Netherlands
In 1996 Dutch bargaining expert Willem F.G. Mastenbroek developed a bargaining model consisting of four negotiation intentions or negotiation activities: 1. Influence the Content. The main goal is to get the most advantageous compromise. These activities during negotiations get the most attention, because with this the result is tangible. Influencing the content you need to focus on arguments, facts, goals, concessions and conditions. 2. Influence of the Power. The main goal is to strive for balance or overbalance. You can do this by mentioning new or cheap facts to show you have alternatives. Some techniques are: bluffing, pressing or take over initiative. 3. Influence the Relation. To improve your bargaining result, changing the relation is also an option. Hereby you keep contact with an informal and unconstrainted base, and you show interest for personal matters and interdependence. 4. Influence the Proces. Your goal is to increase the flexibility for your benefit. You get thi (...) Read more? Sign up for free

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