How to add variables to the proposal #
When you start the negotiation and move to the proposal phase, you must enter a value in the space where it indicates “Main variable”.
Then, you will have to write one by one the variables that come to your mind by clicking on the “Add variable” button.
If the variable you have entered is correct, the system will offer you several options to choose from and you will have to select the most appropriate for your proposal.
If you have any doubts, you can go back to the negotiator’s interests and concerns by clicking on the “notebook” button at the top right. If it appears blank, it means that you have not talked enough with the negotiator to discover his or her interests.
Remember that all variables can be deduced by reading the case carefully through the “Menu” – “See case” button.
How to identify variables #
As in real negotiations, there is no list indicating which variables we can bring into play.
The variables are obtained thanks to your own creativity, paying attention to the case, and making a good exchange of information with the character. That is, the more you ask, the more information you will obtain and the better you will be able to identify their interests.
You can buy a track or even variables through the “Menu” button and the “Buy hint” and “Buy variable” buttons.
What to do if no variables are found #
If you don’t manage to identify the variables in your negotiation, you can still choose to close a first deal, even if it isn’t favorable, so that you can listen to the mentor’s advice and access the hint button once you start negotiating again. You also have the “Buy hint”, “Buy variable”, and “View purchased hints” buttons to help you identify the variables you need (remember that this may penalize you).
Variables available in each negotiation #
Merchants has a thesaurus built in. You’ll need to use specific words that will help you boost your proposal. The number of variables varies depending on the negotiation. Here is a useful list to find all the necessary variables and succeed in the negotiations:
- Negotiation number 1 (Teo Cabaldi): 3 possible variables
- Negotiation number 2 (Daniella Babaglio): 6 possible variables
- Negotiation number 3 (Francesco Tabari): 5 possible variables and 3 objective criteria (optional)
- Negotiation number 4 (Marietta Robusti): 5 possible variables and 3 objective criteria (optional)
- Negotiation number 5 (Machiavelli): 12 possible variables and 2 objective criteria (optional)
- Negotiation number 6 (Alessandro Zorzi): 5 possible variables and 2 objective criteria (optional)
Why is it that when I enter a variable it tells me that it does not recognize it? #
Merchants has a thesaurus built in. You’ll need to use specific words that will help you boost your proposal. If the word isn’t recognized, it’s probably because it doesn’t relate to your interests or those of the other party. For example, in the first negotiation, you have several synonyms such as “loan”, “credit”, and “financing”. If you enter one of them, it will recognize the variable as it helps you to solve your economic problem. Avoid generic terms such as “sales”, “agreement”, etc.
Remember that all variables can be deduced by reading the case carefully.