Anna Hardy - Lucie Lambert - Manon Lauzet - Thomas Jouvel - Chloé Gilles EXERCICE IN NEGOCIATION ANALYSIS EXERCISE ON BATNAS, RESERVATION PRICES, AND ZOPAS A PRIMER ON BATNAS, RESERVATION PRICES, AND ZOPAS This introduction talks about Negotiation concepts. BATNA (Best Alternative to Negotiated Agreement) is the last proposal that a person can do
Gina Blair and Daniel Trent cooperate and collaborate to achieve a common objective throughout their negotiation. A cooperative negotiation style is demonstrated as they combine their points of view regarding their clients concerns with outcomes to effectively solve the issues raised. The main focus of the negotiation is to reach an agreement rather than a continuous dispute. Accordingly, the conflicting objectives were resolved by compromises and solutions but forward by both Gina and Daniel. The negotiation style used between Gina and Daniel is described as principled negotiation where both parties jointly attack the problems arising to achieve a compromise.
Also, I learned that one must always have a complete understanding of what is their Best Alternative to No Agreement (BATNA) before going into a negotiation with an opponent. The BATNA is also known as the Consequences of No Deal (CONA). The crucial point to be noted about understanding ones BATNA or CONA is that the negotiator is now able to know at which point of the negotiation it would be better to walk away. This occurs when the deal you have just agreed to is below your BATNA or CONA. Therefore, this leave you in a worse of situation when compared to if you had walked away from the negotiation without coming to an agreement.
While in the process of acquiring a product or service I always try and ensure that I have at least two alternative sources for services and products that my company frequently uses. In the case of a new product or service I always tried to ensure that I have three independent quotes. Although I wasn’t knowledgeable enough to label this as a BATNA(best alternative to a negotiated agreement) I believe it did allow me to have an alternative in most cases. I am aware that this is an extremely limited view of term BATNA and I certainly don’t mean to suggest that this is a sufficient approach to this strategy, it is never the less an alternative.
Negotiation is a fundamental form of dispute resolution involving two or more parties (Michelle, M.2003). Negotiations can also take place in order to avoid any future disputes. It can be either an interpersonal or inter-group process. Negotiations can occur at international or corporate level and also at a personal level. Negotiations often involve give and take acknowledging that there is interdependence between the disputants to some extent to achieve the goal. This means that negotiations only arise when the goals cannot be achieved independently (Lewicki and Saunders et al., 1997). Interdependence means the both parties can influence the outcome for the other party and vice versa. The negotiations can be win-lose or win-win in nature.
Table of Contents 1. Introduction 2 2. Material Facts 3 3. Negotiation Issue 4 4. Rule 6 1. Application of the Approach 8 2. Conclusion 11 References 13 1. Introduction In our current world, negotiation happens every day, everywhere and with everybody. It is a complex social process which already becomes part and parcel of our society.
Introduction: The TexasAgs oil company case study gave us insights on different aspects of a negotiation that can happen in real world scenarios. It elegantly portrayed the importance of having a BATNA, setting target and restriction points, impact of the fluctuating markets on the ongoing negotiations, downside of the emotional behavior, importance of having a third party member or mediator in the negotiation. The case illustrates that the negotiations should be based assumptions as they may or may not be right. Having facts and understanding the other parties true objectives and goals are truly essential in negotiation. It is a typical example of how the current power on one side can dominate and take complete advantage of their position.
Consequently, negotiation is a process that can be approached in many ways. No matter what strategy we choose, success lies in how well we prepared. The key to negotiating a beneficial outcome is the negotiators’ ability to consider all the elements of the situation carefully and to identify and think through the options. At the same time, negotiators must be able to keep events in perspective and be as fair and honest as circumstance allows. Because a common ground or interest has brought the parties to the negotiating table, a negotiator can benefit by trying to capitalize on this common
MSL 665, Conflict Resolution Dr. Francis Trascritti, Phd. Team Exercise; Negotiation Heather Bradley Belhaven University October 10, 2015 Team Exercise; Negotiation Whether it is at work, church or in our private relationships, negotiations are a necessary tool for reaching an agreement. They are made by discussing each parties point of view with the aim being to reach an agreement that is mutually beneficial. For the most part, negotiation is the process by which those people involved successfully adopt or abandon their respective position through the use of positional bargaining. There are different types of approaches for the negotiation process - some hard and others soft in their manner of approach. The desired outcome of
Negotiation Webster University PROC 5840 Negotiations 17 April 2015 In life there is always some type of give and take amongst others. Some exchange may be beneficial and some can be regretful. This is all the same with negotiation, either is to negotiate a divorces decree, price of a new home, or a NFL or NBA contract deal. The world today is full of negotiating situation in and can be executed at any given time. There two common characteristic of a negotiation or bargaining situation. Negotiating parties have separate but conflicting interest.
Ury introduces he concept of Joint Problem Solving and suggests that as negotiators instead of attacking each other, we should attack the problem jointly. We should focus on the interests of both the groups and preserve our relationship with them. He recommends being soft on people and hard on the problems. The author has identified the five barriers to negotiation and has
Consider how an imbalance between 'high power' and 'low power' parties might shape a negotiation process. How might an experienced mediator deal with this problem? Provide practical examples where appropriate. The issue of power is inherent in negotiations. In most negotiated conflict situations, one party has more power than another. They
Negtiation is a strategic process of reconciling differences in interest and coming to a mutual resolution through cooperation that is percieved fair for both of involved parties (Fells 2012). The negotiation that was analysed in the “Enterprise Agreement Negotiation Report,” demonstrates that negotiation is not an easy process nor its
However, a negotiator has to know his BATNA or his ‘minimum reservation terms’ as well as BATNA of the other side. That enables to have the best deal or a better negotiation because he has elements to put pressure on the other. The deal and the BATNA has to be seen in an integrated manner rather one versus the other
Final Term Paper Seminar 6 Courtney Williams PPM 321 Negotiation Strategies Prof. Kurt Brandquist August 6, 2014 Table of Contents Introduction 3 Negotiation 4 Types of Negotiations 6 Historic Negotiators 10 President Kennedy & the Cuban Missile Crisis 11 BANTA 15 Conclusion 17 References 19 Introduction Negotiating is something that has been around since the beginning of mankind. We all start off negotiating as little kids, even for little things such as candy and toys. When we grow up, negotiating becomes sort of the norm. We negotiate consciously and subconsciously every single day. When you think about it, negotiation takes up most of our lives. We are always trying to see what we can get as a benefit without giving up much. It always comes down to the pie, how big is the pie and who can get the biggest slice. As we become adults with careers, there are ever some that become flat our ‘Negotiators’. This means that all they do for a living is negotiate. They are master negotiators and are praised for being so. When it comes to negotiation, persuasion is also within that talent. You have to be able to get what you want from people without them feeling like they are being taken advantage of and that they are also getting just as big a piece of the pie as you are getting, although in reality they are not.