Evaluate Solution Options against the Objectives and Select the Best One.

We discussed this earlier with the deck furniture example. Once the options have been identified, they should be

compared against the criteria or objective(s) that you want to satisfy.

 

There may be a variety of options based on bridging, logrolling, etc. proposals. Many of these may be good solutions.

But you need to compare each to your criteria to pick the best option.

 

To Review:

The steps of integrative bargaining are:

  1. Specify the Problem

  2. Specify the Criteria

  3. Weigh the Criteria

  4. Generate Possible Options for Solving the Problem

  5. Evaluate the Solution Options against the Criteria and Select the Best Option!

 

Test Yourself
You thought you had "made the sale" when you were selling several pair of old downhill and cross-country snow skis and accessories. Then suddenly the other person declared that he wasn’t going to buy the equipment after all and rose to leave. What should you do first?
Click here if you think this is the best answer. Lower the price of the equipment.
Click here if you think this is the best answer. Ask him to tell you what the problem is.
Click here if you think this is the best answer. Ask him to tell you which combination of skis and accessories best meet his objectives.
Click here if you think this is the best answer. List four possible goals he might have and then ask him to tell you which of these goals is most important to him.
Click here if you think this is the best answer. Ask him to "brainstorm" with you, generating a wide variety of solutions to the problem.