1. 1. What kind of negotiation is it?
   1. Distributive Win-Lose
   2. Context
      1. Assumptions
         1. They dont trust us
         2. They are not master of the market, they need help
      2. Targeting the wealthy men
      3. Upgrade the ability of the sales force
      4. Upgrade the company brand
2. 2. What are the goals, BATNA, ZOPA of each side?
   1. Goal Setting
      1. Sell pink stock which has high risk but big commission
   2. BATNA
      1. Stratton
         1. Get to the next customer
      2. The customer
         1. More expensive stock and brokers
         2. No investment
         3. Other brokers
   3. ZOPA
      1. Stratton
      2. The customer
         1. Very big because they are the rich men, so they do have money to invest
3. 3. What negotiation strategies do the parties use?
   1. Introduce the famous companies first
   2. Introduce next the high-reward
   3. Attack to Fear of Missing Out
      1. By the time you read about it it is too late
   4. Prepared to deal with their biggest concern (stranger) - completely agree with you
      1. "Legit" company names
      2. "Legit" position
      3. Establish personal goal - Being the top broker
      4. Establish the alignment between sale man goal and the customer goal
      5. Talk about high reward
      6. Talk about future, long term relationship and success
         1. You can trust
         2. Consistently make you money
   5. Do not GIVE the first offer. Do not speak first.
      1. The only thing you will regret is not buying more
      2. Snowjob
         1. Overwhelming with information
      3. Intimidation
         1. Trigger emotion (Fear of Missing out)
   6. Be prepared to ignore the noise
   7. Congrats them
4. 4. What are the challenges that are major in the scene?
5. 5. Is there any power and influence at play?
   1. Brand Power
6. 6. Is a third party involved?
   1. No
7. 7. Are there any ethical issues that you see?
   1. Deception tactic
   2. Customer decision
   3. Investments for the small companies