| |2. Diagnose the fundamental structure of the negotiation | |3. Identify and work the BATNA | |4. Be willing to walk away | |5. Master
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respond directly to this background information in your analysis.) • What is your BATNA (Best Alternative to a Negotiated Agreement)? o Explain why it is the “best” alternative. What are some other possible alternatives? o How acceptable your BATNA is to you? What are the implications of this acceptability for the way you approach this negotiation? o Remember that the ideal BATNA: ▪ Does not require the negotiation counterpart’s participation or
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james.berry@ucl.ac.uk © James Berry 2013 4 Negotiation Skills © James Berry 2013 5 Objectives • • • • Briefly review what negotiation is Highlight why it might be important Review your BioPharm/Seltek negotiations Key things to know (BATNA, Reservation Price, ZOPA, Target Price) • Negotiate Case: Recruit © James Berry 2013 6 Negotiation is… • The process where two or more parties decide what each will give and take in the context of their relationship . . . © James Berry 2013
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current mental models of negotiation. We will also examine the possible hurdles to reaching agreements posed by cross cultural differences, particularly between American and Chinese business people. Finally, we discuss the relative importance of BATNAs (Best Alternative to Negotiated Agreement) and contributions in the bargaining process. History of Negotiation Research In the 1960’s and 1970’s, the main issues identified by scholars studying negotiation were the personality characteristics
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INTERNATIONAL NEGOTIATION Oceania_POP Tuesday, May 29, 2012 3:28 AM Homework for INTERNATIONAL NEGOTIATION Group Member: Hong Nhung BUI Dian Amanda Pereira Kimberly Hiew Yi Mei 1. Negotiating Variables & Elements impact negotiation Negotiation items Opening Ticket revenues Targeting Walk away/ Limit $1,100,000 $550,000 Strategy & Explanation Attention Elements impact negotiations $275,000 Split of ticket revenues 60% 50% 25% Performance
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offers. Indeed the offers did come in, in fact over the next few months we were in and out of escrow three times. Undeterred we listed our home for a fourth and mutually agreed final time. We agreed our Best Alternative to a Negotiated Settlement (BATNA) was staying in the home and not planning to buy a bigger house. Our reservation point was set as a sales price of $440,000 which we calculated as the amount of money we needed to pay off our mortgage, all other debts, and provide enough seed money
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NEGOTIATION ARTICLE ANALYSIS & CRITICAL REVIEW SIX HABITS OF MERELY EFFECTIVE NEGOTIATORS SUBMITTED ON 15 MAY 12 INTRODUCTION Negotiation happens whenever parties with different interests and perceptions depend on each other for results. Negotiation is often described more as an art than a science. Invariably, in any field of study, when comprehension gets too difficult for the student of the area of study, it is common to refer to the subject more as an art than science, as if in
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PARTS – NEGOTIATION PLAN 1. What is your BATNA (Best Alternative to a Negotiated Agreement)? Sell the pistons to Hanks Super Monster Tractor for $300 / piston 2. Why it is the “best” alternative? * No other viable alternative available if we decided to go without major losses. * Better than not selling at all considering the poor demand for specialized pistons in the market 3. How acceptable your BATNA is to you? This is a very poor BATNA to sell the pistons at a significant loss
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Coast) and Jeff Zucker (President of NBC entertainment). Kerry McCluggage (Paramount’s Chairman) led the negotiation team for Paramount and was sometimes joined by Gary Hart, president of Paramount. 2) What are NBC’s BATNAs? What are Paramount’s BATNAs? Of these BATNAs, which is the best option for each entity? NBC had two BATNA’s: keep Frasier regardless of the increased cost (take a financial hit) in hopes to keep it as a “tent pole” to draw in its viewers to the new shows line-ups after
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benefit of the BATNA approach when dealing with a powerful negotiator or a strong personality, such as an agency administrator of the client themselves (2 pts). Since BATNA means the Best Alternative to a Negotiated Agreement the benefit to this approach is that BATNA gives the client an alternate plan when things start to get out of control. The BATNA approach can also benefit a client as he or she can use it to their advantage and be able to walk away from the negotiator. If the BATNA is strong then
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