Depends on each bidder's BATNA and ours.
If ours is don't deal and his deal runs out, do we win or lose? If we think lose, we can't push too hard. If they have plenty of alternatives, we can't push too hard.
But on face value, it seems like you are right.
Lovely old Getting to Yes by FIsher and Ury.
Posted By: Johnny Comecardiff, Jun 23, 14:14:35
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