Negotiations – Phases and structure #
After carefully reading the case, negotiations have three phases:
1. Exchanging information and detecting needs: the goal is to fill the trust and interest bars. Converse with the character and choose which options will help build trust with them, as well as gather information about their needs and concerns.
2. Proposal: always remember to cover the interests of both parties with variables.
Variables are entered using the “Add variable” button and their corresponding text field corresponding text field. At this stage (from the third negotiation onwards), you will also be able to enter “Objective criteria” that will help you to support your proposal and get better agreements, although they are not essential to reach a deal.
3. A feedback report: after each negotiation attempt, you will receive a feedback report that analyzes your strategy and proposal. This either helps you when you repeat the negotiation to improve it and get a better deal or lets you know that you did well and can advance to the next level.
Negotiations – Adding variables #
To make a proposal, you must add variables in the following way:
- Click on the map at the bottom right of your screen.
- Choose where the person is that you want to negotiate with. If you’re already there, you don’t need to use the map.
- Select a strategy to increase the interest and confidence bar.
- Click on the “Go to proposal” button.
- Click on “Add variable”.
- Add a word that will help you solve the negotiation. Merchants has an extensive dictionary of words and synonyms. If the game does not recognize your variable, look over the case carefully to make sure it’s the right word or concept.
Negotiations – Variables and case #
Remember that all possible variables are described in the case, which you can access at any time during the negotiation.
To do so, follow these steps:
- Click on Menu at the bottom of your screen (to the right of the “Propose” button).
- Click on “See case”.
- Click on “Exit” to return to the negotiation.
Negotiations – Scoring #
In Merchants, there is no maximum or ideal score, since there are multiple ways to close valid deals. In this course, the interests of both parties must be taken into account, otherwise, otherwise players won’t be able to advance to the next level.
There are two ways to pass a negotiation: with an “acceptable” result (which allows players to repeat it—optional) or a “great” result. In order to get a great result, it’s very helpful to use objective criteria, but it’s not required.
The interest and trust levels during the information exchange phase also come into play: players can reach satisfactory agreements with different levels of interest and trust.
To reach better agreements, we always recommend trying to reach the highest levels of interest and trust when talking to the person and, subsequently, finding all possible variables and offering objective criteria to make the proposal stronger.
Negotiations – Agreements #
It’s possible to reach an agreement in the game but then be told that you didn’t pass the negotiation. This happens when the person you are negotiating with accepts your deal but you haven’t fully considered your own interests. Re-read the case then make sure all your interests are covered as well using the exact variables.
It’s essential to keep in mind that to move on to the next negotiation, you will need to reach a deal that’s satisfactory for both parties in order to make sure you’ve learned how to. You can also repeat a proposal whenever you want as long as it can be improved.
Negotiations – Interest and trust bars #
Filling in the interest and trust bars is key to a successful negotiation.
Although you can move on to the proposal phase at any time (whether you’ve filled in the interest and trust bars or not), we recommend not doing so until you’ve at least completed the interest bar. It’s important to know and understand the other party’s interests and be able to offer an acceptable proposal with guarantees that will allow you to pass the negotiation.