NEGOTITATOR

Illustrates the relationship between the offers of two negotiations. The first offer we make is not the final offer that we might make.

We open with our entry point; where we are prepared to move to is our exit point. The distance between them is our negotiable range.

• The distance between our entry point and theirs is the bargaining continuum.
• If our exit points overlap we could settle anywhere in the overlap. This is the settlement area.
• If our exit points do not meet or overlap we are unlikely to settle.