Definitions BATNA (BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT) = This refers to what, as the seller, you think you could do with another party (being realistic) in terms of selling your content or product, if this deal fell apart. For the buyer, it's what you think you could do in terms of replacing the content or product, and the price involved, if the deal fell through. RESERVATION PRICE = the maximum or minimum--depending on whether you're the buyer or seller--at which you would be indifferent
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การบริหารความขัดแย้ง ความขัดแย้งมีอยู่ทั่วทุกมุมโลก ด้วยเส้นแบ่งเขตแดนและวัฒนธรรมที่ไม่เหมือนกันเป็นบ่อเกิดของพลังที่สร้างสรรค์หรือการนำไปสู่ชนวนของความทุกข์กระทั่งความตายที่รุนแรงได้ ด้วยเหตุนี้ โดยธรรมชาติของความขัดแย้งมันไม่ใช่ทั้งสิ่งที่ดีหรือเลว ความขัดแย้งเป็นสิ่งที่คุณไม่อาจคาดคิดว่าจะเกิดขึ้นซึ่งเกิดจากสิ่ง 2 สิ่งหรือมากกว่าของ ( บุคคล กลุ่ม องค์การ )ในสถานการณ์ที่รู้สึกได้ว่ามีการต่อต้านหรือขัดแย้งหรือความไม่ลงรอยกันระหว่างบุคคล กลุ่มหรือองค์การ ซึ่งเป็นมิติที่หลากหลายและเกิดขึ้นเป็นประจำในองค์การ
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Frasier as having another 3 years of life and did not want to invest in another 3 years. Additionally, NBC deemed Paramount’s price per episode to high and wanted to minimize what they saw as a loss of revenue. 4. NBC’s BATNA: The fact that Paramount didn’t have a BATNA. If they switch networks the show would lose viewership, which will affect the studio as well as the network to which they move. So whatever NBC was offering them was the best deal they can get. And Grab off knew the CBS network
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they are all (or will be) business partners. BATNA’s, Reservation Values and Aspiration Values MapleTech BATNA: Waste the extra capacity and continue to earn CAN$4.8 million. This BATNA also excludes the extra spending to modify the production line. Reservation Value: $10 per unit Aspiration Value: $30 per unit Yazawa BATNA: Get agreement with Japanese rival company. Reservation Value: unknown (price per unit that rival company is offering)
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CORE NEGOTIATION CONCEPTS Rex Mitchell Opportunities and requirements for negotiation (and persuasion) are everywhere, everyday Negotiation: * Conferring with another so as to arrive at the settlement of some matter (dictionary) * Negotiation is a basic means of getting what you want from others. It is back-and-forth communication designed to reach an agreement when you and the other side have some interests that are ...opposed. (Fisher & Ury) Negotiation myths (first four from
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seat, 4) Pending lawsuit liability. First off, our team 3A discussed what should be our strategy to make our selling successful, a price above what was otherwise available to us from other potential companies. In other words, we had decide what our BATNA was and it was $6 million. If we could keep the selling price above this, we felt we were successful in our negotiation. We created a table that allowed us to evaluate with various scenarios. For example considering a stock price at $50 per share
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Pacific Oil and Reliant: a good example of negotiating without the 7 step process Managing Conflict in Negotiations The Pacific Oil Company went into negotiations with Reliant Manufacturing, and its goal was to sign a more long-term agreement. Pacific assumed that the new contract would be signed with no major hurdles or objectives, and that the dominant point of negotiation would be price. Jean Fontaine, who is the marketing vice president for Pacific Oil, went into a negotiation process with
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In the negotiation role-play, I was Mrs. Gibson. My counterpart, Mr. Parker, and I reached a final price of $25K for the parcel of land. At the end of the negotiation, and even after the class discussions, both he and I were satisfied by the result of the negotiation. Opening and working together rather than against each other I tried to start the negotiation even before actually talking about the topic at hand. Per the advice of Wheeler (pg 145-146), I wanted this negotiation to be friendly
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there are a few things to negotiate and take into considerations. Most newly hired candidates will most likely negotiate their salary, work schedule and company benefits. During the process of negotiation, it is extremely important to be aware of my BATNA and know when to walk away. If the requested value is at least within the ZOPA, a decision can be made where both parties will benefit. When negotiating salary, the first thing I will do is ask the counterparty what he values most in a company and
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Negotiation Analysis Abstract There is an elephant in the room. Working capital in the form of excess inventory has had a debilitating effect on my business over the past ten months. Although the numbers speak loudly and the issue is agreed upon by business leadership and cross functional teams, the actual plan to get the inventory back to meeting goals and business requirements (demand) is not in place. I chose to eat the elephant. In order to do this, I needed to use negotiation
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