The employer s interests are skill, budget constraints, consistency, date to hire, tenure and whether the person is a good fit for the office. It is important to have these in mind to find common interests and build solutions while negotiating. The Bottom Line is the least desirable deal that is acceptable. You must stick with this, or you will be dissatisfied with the outcome of the negotiation. For a job candidate, this is usually the lowest acceptable salary.
Target refers to the best possible outcome of the negotiation.
The candidate s dream job, for example. It is also useful to compare an offer with this target to see how closely they match. It is also important to consider the Sources of Power each party possesses, to prepare for when they try to leverage that power. Cates mentioned that most inexperienced negotiators will expose their power sources right away, and end up negotiating on the other person s turf. Finally, plan your Opening Move .