must be determined then be assessed as to whether or not they are important or not in the negotiation. Then you must determine your BATNA or Best Alternative to a Negotiated Agreement. If you have multiple alternatives, you are able to demand more in negotiations. Lastly, you must determine what your resistance point is, and when you can walk away or choose your BATNA. The second part of a negotiation checklist is the other party in which you are negotiating with. The other party must determine
Words: 1053 - Pages: 5
stronger other party. It is a contingency plan. Sarah Talley must establish the lowest acceptable price (= her bottom line) to avoid the worst possible outcome. That makes it easier to resist pressure and temptation (Fisher& Ury 2011). Talley’s BATNAs include searching for other possible buyers. Then she might see that accepting Wal-Mart’s price might be better than losing them as a customer. She could also open a Frey Farm store to sell her products. Talley could wait with closing the deal until
Words: 970 - Pages: 4
UWA Business school | A Negotiation Script | EMPL8514 - Negotiation and Dispute Resolution | | | OCTOBER 2012 | | INTRODUCTION Individuals get involved and participate in negotiation, mediation, and dispute or conflict resolution virtually every day of their lives, without realizing they are doing so. Nonetheless, this occurs much too often without consciously understanding or knowing the process. Traditionally, even if we do think we have an understanding, it is typically a
Words: 3864 - Pages: 16
Question 1 As defined by Harry Webne-Behrman, conflict is ‘a disagreement through which the parties involved perceive a threat to their needs, interests or concerns’. There are commonly four levels of conflicts commonly known. They are intrapersonal conflict, interpersonal conflict, intragroup conflict and intergroup conflict. ▪ Intrapersonal Conflict Intrapersonal conflicts include ideas, thoughts, emotions, values or drives that are in conflict with one another. For example
Words: 7039 - Pages: 29
Michael Brabham Sean Dannaker Adam Ray Julia Yuldasheva June 12, 2011 Power & Negotiation CROSS-CULTURAL NEGOTIATION A. Your Goals 1) Identify and explain your team’s (not your individual) three top goals in this negotiation. Discuss them in order of priority. In planning terms, for these goals what are your targets? What are your resistance points (or if appropriate, your reservation prices)? a) We desire to have the Olin Insurance Company branch office opened in Wuhan instead of
Words: 5370 - Pages: 22
the book describes many situations where the other party is using tricky tactics, won’t cooperate, or have a much better bargaining position than you. There are methods discussed to try to lead the negotiation in the direction you want, creating a BATNA, or diffusing the tricky method by calling it out. Overall, this book did not guarantee that this method will win every negotiation, but it will allow you a much greater chance to efficiently go through a negotiation and end up with more than you
Words: 1108 - Pages: 5
Alloy.com: Marketing to Generation Y Prepared by: Nahshon Yisrael, Andrea Zapata, Eric Salisbury, & James Young Table of Contents Introduction 2 Justification of Core Issues 2 Analysis of Core Issues Effects of AOL Partnership Justification of Alternative Solutions 3 4 5 1 Introduction Alloy is a clothing and accessories company that targets Generation Y consumers as their primary audience. Alloy hosts a webpage (alloy
Words: 1277 - Pages: 6
MOI UNIVERSITY KHADIJAH KWEYU CONFLICT MANAGEMENT & NEGOTIATION BHR 107 Discuss the basic theoretical models of bargaining process and explain how they can improve individuals negotiation skills in an organisation. Introduction: Bargaining can be defined as an agreement between parties settling what each gives or receives in a transaction between them or what course of action or policy each pursues in respect to the other. The study of bargaining process involves an analysis
Words: 3336 - Pages: 14
Negotiation Challenges and Objective Paper The negotiation challenge I currently faced was my contract renewal last month. I am the youngest pharmacist in the hospital I am working in and I enjoy working there as I have a very good relationship with my colleagues and my boss, who was the obstetrician who helped deliver me to this world. Moreover, I live very close to the hospital, just one street away from it, so it would be ideal for me to continue my career at this hospital. Things were all good
Words: 1108 - Pages: 5
ALPHA - BETA Pre-Negotiation Report Alpha Group 1. What research will you need to do to prepare for this negotiation? Discuss how this research is important to the outcome of your negotiation. There is an old saying in china, “Know the enemy and know yourself, and you can fight a hundred Battles without defeat” and this can be applied for the negotiation. To fully understand the situation and interest for both sides, we need to do research as followings. 1) Background information about
Words: 1910 - Pages: 8
