Batna Negotiation Exercise

Lectures by Walter Lewin. Strong and Weak BATNAs. Sugar Bowl Negotiation Ki Juana Clark Role: Buyer and Seller Interests (Seller) - To sell the sugar bowl at a price of at least $650 but no lower than $350. The study guide follows the syllabus guide with a chapter dedicated to each of the learning outcomes. In essence, it sets out the agreed elements of. Think about your alternatives to negotiation in three ways: • BATNA: Best Alternative to a Negotiated Agreement • WATNA: Worst Alternative to a Negotiated Agreement. , competitive or cooperative), and identify two possible negotiation tactics that could be used in each scenario. As it turned out, their BATNA was lower than we had anticipated but their value-add expectation was a lot higher. Anderson v Brownlow - BATNA & WATNA Exercise Task: Pairs of participants negotiate over vacant land adjoining their property in a classic game of winners and losers (see Anderson v Brownlow Game) and then in groups work out the Best and Worst Alternatives To a Negotiated Agreement for each party. World's Best PowerPoint Templates - CrystalGraphics offers more PowerPoint templates than anyone else in the world, with over 4 million to choose from. Before starting discussion, in Pakistani Prunes Exercise Before starting discussion, in Pakistani Prunes Exercise Describe how you used your knowledge about these factors in your plan Negotiation Type of Relationship between parties Type of Emotions Perceptions of Parties Ability to Invent Options Type of BATNA Bargaining Style Ability to. The party with the best BATNA has the best negotiating position, so try to improve your BATNA whenever possible by exploring possible alternatives. your fall back position not your “bottom line”. Both negotiators are given very general values of comparable cars and the Kelly Blue Book pricing. This role-playing exercise, "The House on Elm Street", provides an introduction to essential negotiation strategies and skills. Know what it is that you must have if the negotiation is not to be a self-destructive exercise. Here we saw that JUNIORS presented us the opportunity to expand the pie since we were both willing to cut a deal on JUNIORS. This exercise is the classic Best Alternative to a Negotiated Agreement, or BATNA. Conflict Resolution Dr. Selecting the one option that seems best. Ideally, each. ' In fact, the attorney faces a complex choice in their selection from among the different negotiation. How to Be a Better Conversationalist Good Small Talk Makes Us Likable, But It’s Easy to Get Rusty—How to Avoid Dominating and Being Dominated in a Conversation. By deconstructing the decision-making process, it is possible to BATNA is the alternative to the deal if you cannot come to an agreement. We ran through all the issues that were going to be discussed and then came back to number one. The training is based on applying Neuro Linguistic Programming (NLP) techniques to the negotiation process and during the course discoveries will be made as to how to consistently achieve a win/win situation in negotiations. Although the other two sides did ask us about our interests, they were busy trying to work out a solution to the Niko problem. Written in British English. Students will learn to develop, plan, and implement cost-negotiation strategies. “The reason for having diplomatic relations is not to confer a compliment but to secure a convenience. so that a satisfactory settlement is reached. BATNA is the Best Alternative to a Negotiated Agreement and WATNA is the Worst Alternative to a Negotiated Agreement. If you want to negotiate, then you had better be 1) prepared 2) equipped with more than just a few negotiation ploys, and 3) have your BATNA prepared. “Getting to Yes“ is quite possibly one of the best negotiation books you will ever read. 1981 (Second edition 1991) Print (hardback and paperback) 2 The Arguments in Detail. Recommended for you. Because negotiation is among the most important skills for a manager to develop, activities that can foster its development are valuable for educators. determines the point at which a negotiator is prepared to: make larger concessions. Your goals: Frame high realistic 3. This will determine the bargaining zone (area of potential agreements) and give you a clear indication of when it's better to walk away from a negotiation. It was the main subject of the negotiation. Some scenarios may justify using either a distributive or. The houses could be converted into approx. The work done prior negotiation pays off substantially. This is what you really need out of the negotiation. After all, why would you walk away from your negotiation before you’ve reached your floor? Step 4: Use these parameters to guide your negotiation. Avoid thinking that "solving their problem IS their problem". There were concessions about the value added each team would bring to the "table", and my team in a situation of power saw how negatively the other teams reacted in name. A party should generally not accept a worse resolution than its BATNA. pdf), Text File (. Negotiation exercise 1. Leveraging Power from BATNA. 63-64) - Telltale Signs of Win-Win Potential Conducted in good faith, taking into consideration tell-tale systematic signs of complex negotiation techniques. How to turn a negotiation into a collaborative problem-solving exercise. Additionally, having a strong BATNA will help you keep a level head when given an ultimatum. " Negotiations typically move through five phases, including investigation, determining your BATNA, presentation, bargaining, and closure. Both shows contain interesting examples of complex negotiations! (2) Test your negotiation skills by completing the negotiation in Module 6. Harborco is a consortium of development, industrial, and shipping concerns that are eager to proceed with the building of a new port, but face hurdles and potential opposition as they advance through the licensing process. " Said another way, it is the best you can do if the other person refuses. and lots of them, should come from this exercise. They can determine a Best Alternative to a Negotiated Agreement (BATNA). alternatives the more you can expect from the negotiation. In this sense, you’re considering the best case and worst case that you’re willing to take for each item you’re negotiating. " Knowing your BATNA means knowing what you will do or what will happen if you do not reach agreement in the negotiation. To develop your BATNA requires 1. Introduction. Planning your negotiation strategy should always come before selecting negotiating tactics. A party should generally not accept a worse resolution than its BATNA. Also consider the setting because the place and environmental factors can impact the outcome. Integrative negotiations are better because it forms longer lasting relationships, and allows both parties to leave the table feeling they have achieved a victory. This comes into play when negotiations fail and an agreement cannot be reached. In this immersive, highly interactive program, you'll learn Kellogg's proven approach to achieving concrete results, best practices and strategies to give you a critical edge. A key to effective negotiation is the expansion of other options to create a better BATNA. We negotiate for our jobs and salaries, for promotions and resources, with clients, and in sales. 1 I The Problem. Negotiation : Team Exercise And Negotiation 753 Words | 4 Pages. When assessing one's interests as well as those of other parties, the Best Alternative To a Negotiated Agreement (BATNA) must be taken into account Footnote 17. Give yourself options. "9 In his recent book on negotiation theory, Robert Mnookin en-courages negotiators to translate a BATNA into a "reservation value," ensuring that the walkaway strategy is assigned a financial value. In single-issue negotiations among strangers where the trans- action costs of exploring interests would be high and where each side is protected by competitive opportunities, simple haggling over positions may work fine. Saunders takes an experiential technique and explores the important thing concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group battle and its resolution. The negotiation section includes several exercises and handouts that deal with more advanced negotiation concepts, such as game theory and logrolling, that are designed to facilitate teaching. Lewicki, Bruce Barry, and David M. How to Be a Better Conversationalist Good Small Talk Makes Us Likable, But It’s Easy to Get Rusty—How to Avoid Dominating and Being Dominated in a Conversation. Strong and Weak BATNAs. Any form of power can be further classified as follows: Potential power - Power that an individual has the ability to bring forward or exercise in the negotiation. "Start By Asking" shares a salary negotiation done by one of my students and provides a chance to introduce the idea of one's reservation value, or BATNA. Under the common law approach used in the United States, negotiators can exercise their BATNA power unless they decide to assume a duty to negotiate in good faith. - No matter how prepared you are to negotiate…sometimes the negotiation gets stuck. Preparation Worksheet Name: Alicia Davila Negotiation Exercise: The Bullard House Role: Seller SELF OTHER PRIORITIZED INTERESTS & POSITIONS 1. Psychological Tools, Creating and Performing the Contract, and Building a Larger Pie. BATNA stands for Best Alternative To a Negotiated Agreement, which is the option that you identify as having the highest expected value for the deal outcome. BATNA and LAO are essentially the same result. Tuan and I played the Tokyo Saki role, and we felt as if we were almost pushed to the side for most of the negotiation. My target was $488,000, which included an additional $75,000 to help tie me over until I found a job upon my return. In this way, you are prepared if the negotiation falls apart. So far, everything seems to be going smoothly … until the handshake. It should be turned in via Canvas by 11:59 pm EST. Enter negotiation role play exercises. It is a process by which compromise or agreement is reached while avoiding argument and dispute. This is the hard copy text version of the study guide to support your studies for the core module Commercial Negotiation (L4M5) which forms part of the CIPS Level 4 Diploma in Procurement and Supply qualification. In fact, negotiation experts frequently advise careful analysis and development of at least one BATNA and WATNA prior to entry in negotiation. Bringing a Topics, Targets, and Tradeoffs grid with you to the talks can also give you confidence. If you think you are well prepared, and this is a fairly important and/or complex negotiation, review your preparations. The course begins by comparing and contrasting the two major types of negotiation: Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN). Practice Negotiation (Garage sale) 3 (10/13) The “Seven Elements”. After negotiations have begun, the time may come when it is best to end negotiations and walk away from the table, and this is called the walk‐away point, or reservation price. March 9, 2017 (Note: a version of this article is forthcoming in the Negotiation Journal, April 2017) Abstract: The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. BATNA: Consider your Best Alternative To A Negotiated Agreement. Best Alternative to a Negotiated Agreement (BATNA) Negotiators must consider their position if negotiations fail to produce an acceptable outcome. Understand personal negotiation styles, how to utilize them effectively, and benefits of mastering more than one style. And make no mistake – no matter how much you’ve negotiated, you can still learn. “The Downsize”, as main board directors, try to persuade two junior but respected department heads to lose some of their people as part of a cost-cutting exercise. Offered free of cost as part of the Institute's mandate, this certificate course introduces the subject of conflict analysis, illustrating analytical tools used by practitioners with reference to two extended case studies, the conflict in Kosovo and the genocide in Rwanda. By deconstructing the decision-making process, it is possible to BATNA is the alternative to the deal if you cannot come to an agreement. Part of effective preparation is considering the worse possible scenario, or "best alternative to a negotiated agreement" (BATNA). On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Key points from the lecture are: Power Differences, Corrupts Absolutely, William Gaddis, Lord Acton, Stevenson, John Lehman, Position of Power, Overcome Power, Power Differences, Universal Success. It is especially difficult to do this based on a page or two of hypothetical information, but I also understand that sometimes we will have to. Learning Objectives: The exercise is designed to help identify and overcome. Negotiation is used to obtain a discount, agree timescales for a launch, and come to an agreement on contract terms for complex purchases. Interest based negotiations are a technique that can be incredibly valuable in resolving complex and contentious natural resource issue debates. PREPARING FOR A NEGOTIATION. I should have noticed the commonalities between our interests earlier in the negotiations. You'll never get stronger or more confident — or. Using the information you have, identify what alternatives your counterparts have. both a BATNA and a WATNA. " Harvard Business School Teaching Note 801-259, November 2000. The manager needs to determine the best alternative to a negotiated agreement, also known as a BATNA. You should never accept negotiation terms that are worse than your best alternative to a negotiated agreement. This exercise is like Texoil in that at first glance there does not appear to be a zone of possible agreement. Remember, deeper knowledge always structures direction and process. International Crisis Negotiation Exercise Syllabus Course #94-859 (3 units), Spring 2019, mini 4 Professor Silvia Borzutzky Hamburg Hall Room 2112 412-268-3250 [email protected] Do more than simply articulate alternatives, make them real. SOLVED EXERCISES. In negotiation theory, the best alternative to a negotiated agreement or BATNA (no deal option) refers to the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached. Wheeler, Michael. ” As an exercise, Savage asked the audience to put themselves in the position of the North Korean negotiators dealing with the US team and President Donald Trump, trying to reach an agreement over nuclear weapons. As I usually repeat ad nauseam in a negotiation course, BATNAs are your greatest source of power in a negotiation. Only through communication. The project. " Often times the bulk of money made or lost is in the initial agreement. pdf), Text File (. The objective should be to develop options that each side will agree is better than their respective best alternative to a negotiated agreement (BATNA). Course overview: objectives, assignments, schedule ; Negotiation strategies and tactics: negotiation loop exercise ; Introduction to the Mutual Gains Approach (MGA) / Principled Approach; Negotiation simulation 1: implementing the. Exercises : Students turn in BATNA exercise for feedback _____ Collective Bargaining. Grow 5 Exercises to Improve Your Negotiation Skills Getting the most out of life depends, at least partially, on your ability to negotiate. BATNA (best alternative to negotiated agreement) Persuasion & Influence Bolon Review of Cialdini’s unconscious persuasive triggers and examples of persuasion in action Development of personal persuasion techniques Tuesday 23 May 2017 Alphexo-Betonn Bolon A JV negotiation exercise that focuses on how value is created in deals. In a negotiation, it is important to be able to distinguish between positions and interests - both yours and the parties' with whom you are negotiating. Complete BATNA exercise assignment : Week 6 (T) Feb 18 : e-Mail Communication/ Negotiation Handouts Chapters 8, 9, 10, 14. Flourtown Farms is a salary negotiation simulation developed to demonstrate the importance of obtaining a good BATNA (Best Alternative to a Negotiated Agreement) prior to engaging in negotiation with one's counterpart. My initial bid was $300,000. A negotiation is worth the try whenever the possible outcome of the exchange is better than any other option you have. Preparation/Planning: In each Negotiation Exercise, you will be required to timely complete a Planning Phase prior to the negotiation. Including a negotiation exercise in a Contracts course provides students with experiential learning by bringing to life contract law and related ethical concepts. This resistance. Seven-party, multi-issue, scoreable negotiation among regulatory, environmental, tribal, local government, and industry representatives to choose criteria for selecting a low-level radioactive waste disposal site. A negotiation is distinct from mere bargaining or haggling in the sense that a negotiation tends to be more complex, involve more parties, and contain more dimensions to consider. If we cannot come to an agreement, what is the worst possible outcome to this situation?. Examine each option and calculate the value of pursuing each one. 3) Is the give-and-take process used to reach an agreement the "heart of the negotiation" as most people assume? While that give-and-take process is extremely important, negotiation is a very complex social process; many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur before the parties start to negotiate, or shape the. different negotiation techniques and through negotiation. Acquire the essential skills you need to negotiate price in a global environment. To develop your BATNA requires 1. Explain why the Best Alternative to a Negotiated Agreement (BATNA) is important in preparing the negotiation. By deconstructing the decision-making process, it is possible to BATNA is the alternative to the deal if you cannot come to an agreement. BATNAs are important to negotiation and relationship conflict alike because developing your BATNA is a potent means of both increasing your power and gaining greater psychological comfort. " Determining your BATNA is one important part of the investigation and planning phase in negotiation. Author: Jessica Notini. • The Best Alternative to a Negotiated Agreement (BATNA) is the no-agreement alternative that best meets a party’s interests. If on the other hand it is worse, then do not disclose it. This negotiation skills training for lawyers will help you approach negotiations with a strategic mindset. 0 - February 2019. But a thorough BATNA assessment requires time and effort. analogy between the negotiations and a repeated game of Prisoner’s Dilemma [1]. Negotiations often involve having an alternative when you enter a bargaining session. This negotiation exercise calls on multiple parties (7 of them) with interests in the Albion Basin to try to reach an agreement concerning sustainable land use of the basin. In fact, negotiation experts frequently advise careful analysis and development of at least one BATNA and WATNA prior to entry in negotiation. Need to ensure that a negotiator’s BATNA is never revealed to the other party. Opening statements/beginning the negotiation We would like to welcome you Today we are going to talk about. This was before Uber came out with their new tool to allow for direction-based rides based on a pre-inputted destination address. Success in business transactions and personal relationships requires an understanding of negotiation. Money and time invested in improving your BATNA will improve your results in negotiations in more than one way. We know we want to push beyond our limits to capture as much value as possible in a negotiation. Think about all the alternatives available to you if the current negotiation ends in an impasse. Negotiations usually involve some give-and-take or. Review the Learning Exercise: Unhappy Co-Owners: he purpose of this exercise is to apply the five negotiation skills presented in this chapter to an actual negotiation situation. Creating value Course Format: Conflict and Negotiation Exercises: The course is built around a series of interactive exercises. We end the week with our first interactive exercise—the Ultimatum Game. By focusing on the 'value of the deal', and examining the different issues that interfere with successful outcomes, you will be able to ensure greater success and longer lasting relationships from your future negotiations. BATNA situation, and thus overplayed their hand • But some individuals had different BATNAs (e. Roger Fisher, William Ury (and William Paton in the 2nd Edition) Business, Negotiation. In a negotiation knowing your alternatives is key to success. BATNA is THE alternative to what a negotiated agreement would be otherwise. However, if you started with this request, but your BATNA was to achieve a commitment to training and updated software, you'd be in a better position to. Lectures by Walter Lewin. Roland, Dr. Successful negotiators always know their BATNA before entering a negotiation. Complete BATNA exercise assignment : Week 6 (T) Feb 18 : e-Mail Communication/ Negotiation Handouts Chapters 8, 9, 10, 14. " The model is based on work by the psychologist Kenneth Berrien. This will determine the bargaining zone (area of potential agreements) and give you a clear indication of when it's better to walk away from a negotiation. Purpose This exercise is designed to help you understand the dynamics of interpersonal and intergroup conflict as well as the effectiveness of negotiation strategies under specific conditions. This leads not just to credibility, but also to persuasion. Nevertheless, I show to my partner some information. The simulation centers around a negotiation over a proposal by Harborco, a consortium Of development, industrial, and shipping concerns, to build and operate a deep-water port in the city of Seaborne. A party should generally not accept a worse resolution than its BATNA. Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation? We were given the information on the other teams, as much as could be revealed. is parallel to BATNA. negotiation, though you may tell others what you wish during the negotiation. However, the aspiration point, reservation point, and BATNA are simple -- and they give people enough of a foundation to start practicing (and winning) negotiations in their everyday lives. There will be fully observed role-play exercises plus a game simulation. BATNA, developed by Harvard University negotiation experts Roger Fisher and William Ury, stands for Best Alternative to a Negotiated Agreement. Negotiation Process Ethics BATNA Chapters 1-6, 21 Ice Breaker Exercise Exercises Skills Assessment 1 BATNA exercise assigned (1st Scored Assignment) Week 2 (T/W) Negotiation Styles e-Mail Communication/ Negotiation Impacts on Negotiation (anchoring; psychological; gender) Handouts; Chapters 7 - 14 Styles Surveys Exercises Students turn in. BATNA BATNA, or best alternative to a negotiated agreement, are your opportunities beyond the current negotiation. CAS IR 604: Diplomacy and International Negotiations Tuesdays and Thursdays 3:30-4:45, IRC 220. Written in British English. assessed his BATNA—his best alternative to a negotiated agreement. This negotiation skills course is designed to help you power up your negotiation skills. Understanding your BATNA and the opposite's (person with whom you are negotiating) BATNA will help you determine when or if you should walk away from the negotiation table. A BATNA gives an alternative where agreement cannot be reached. William Ury proposed "principled negotiation" as a third way to approach negotiations. 2 Understanding Conflict 10. 00 for the lead role in this particular production with an additional $5,000. Students will be asked first to prepare for the negotiation and produce a preparation memo using concepts drawn from the course. , competitive or cooperative), and identify two possible negotiation tactics that could be used in each scenario. The package could be used in a legal skills development course, in a legal writing program that includes negotiation, or (because the exercise is a contract negotiation) in the first-year Contracts course. Negotiators’ BATNAs are strongly related to their reservation points (RPs). Negotiation at Work features MindEdge content, advice from practitioners and academic experts, discussion, and community features (including member rating of videos and interactive exercises. Stages of Negotiation - Preparing Know: 1. Negotiation Exercise Find partner and group number (see role sheet) Begin negotiation Post-negotiation: Fill out negotiation agreement Fill out Feedback form Debrief with Partner Turn in Feedback form to TA by deadline Break Prepare for class discussion. You need to plan your BATNA carefully, because you will be walking away from the negotiations if you can’t better it even by the slightest margin. 1 Separate the people from the problem. 1 Often true, but the concept of bargaining “power” is notoriously tricky. Recommended for you. To formulate a practical BATNA, you must have both the resources and the will to execute this alternative on your own without any assistance. Kellogg School of Management (2008) produced a brochure identifying a number of negotiation (Thompson, 2012) and decision making (based on Murnighan, 1991) exercises that could be used for this purpose. Deeper perspectives will structure the angle and process of the negotiation interactions. Fisher and W. com, I played the role of Kim Taylor, the buyer from WCHI. When one’s BATNA is better than an agreement one can reach with a particular negotiation counterpart, one should choose to not agree and exercise the BATNA instead. 10 The reservation value is the minimum set of terms (or. This leads not just to credibility, but also to persuasion. Standards of fairness 4. Biopharm - Seltek Negotiation Case. Lewicki, Bruce Barry, and David M. negotiation, though you may tell others what you wish during the negotiation. Why is this so important? Because whenever you're negotiating, you are trying to reach a solution that will be better for you than what you could do on your own. (Buyer) - How. The package includes a negotiation exercise with two roles, a Teaching Note, and Powerpoint slides. [citation needed] Contents [hide] 1 Definitions 2 Examples 2. "BATNA" means "Best alternative to a negotiated agreement". In other words, a party’s BATNA is what a party’s alternative is if negotiations are unsuccessful. The negotiation section includes several exercises and handouts that deal with more advanced negotiation concepts, such as game theory and logrolling, that are designed to facilitate teaching. BATNA means “Best Alternative to a Negotiated Agreement. Basically, it’s what you’d do if you walked away. 00 for the lead role in this particular production with an additional $5,000. …Preparation before the negotiation begins…can help unstick some matters,…but sometimes you and your boss are simply stuck. BATNA (best alternative to negotiated agreement) Persuasion & Influence Bolon Review of Cialdini’s unconscious persuasive triggers and examples of persuasion in action Development of personal persuasion techniques Tuesday 23 May 2017 Alphexo-Betonn Bolon A JV negotiation exercise that focuses on how value is created in deals. Explain why the Best Alternative to a Negotiated Agreement (BATNA) is important in preparing the negotiation. Oil Pricing Exercise - Two-team, scoreable, multiple round, "prisoner's dilemma"-style negotiation between representatives of two countries over the monthly price for barrels of oil. Of course, developing your Best Alternative to a Negotiated Agreement (BATNA) is a very good way to calm down. In these cases, it is a good strategy to improve your BATNA or find a better alternative before walking into the negotiation. Successful Negotiator: Master In Agreements Negotiation Contracts, Sales, Salary, Prices, Conditions, and Agreements in General: Win-Win Approach to Negotiating Deals – Free Course Added on May 10, 2020 Business Verified on May 10, 2020. Determine your best available alternative to a negotiated agreement (BATNA). I created these ten roleplays to use with my students of marketing and communication. , Cruz, Tea Party, Mikulski) • Which collectively forced Republicans to exercise a bad BATNA What the shutdown suggests about business negotiation • Business negotiators and their organizations may have different BATNAs. The fifth and last step is to look at alternatives, also known as BATNA, or Best Alternative to a Negotiated Agreement. Psychological Tools, Creating and Performing the Contract, and Building a Larger Pie. Regardless of how hard and creatively you worked, there is a possibility the other party is just in a much better position, and in the heat of the moment, they say something like "Ok, the very best we can do is $25,000. Advice Agreement exceed parties’ BATNA 2. The big bang: The evolution of negotiation research Article (PDF Available) in Academy of Management Perspectives 18(3):113-117 · August 2004 with 1,815 Reads How we measure 'reads'. well as emotional, relevant to the BATNA appraisal. Complete BATNA exercise assignment : Week 6 (T) Feb 18 : e-Mail Communication/ Negotiation Handouts Chapters 8, 9, 10, 14. 1 I The Problem. Please share how this access benefits you. It does not need co-operation from others and gives options when. Students should identify which would be the most appropriate negotiation strategy (i. Negotiations • Target and Resistance Points • The Importance of BATNA 12:00-1:00 p. "Start By Asking" shares a salary negotiation done by one of my students and provides a chance to introduce the idea of one's reservation value, or BATNA. These elements are described in the following discussion. Small group workshop focusing on a practical case study-based negotiation exercise, with coaching and feedback to participants during and after their performance in the negotiation exercise. Answers:1i 2g 3j 4f 5a 6e 7c 8d 9h 10b 3. The best alternative to a negotiated agreement (BATNA) is the course of action that a party engaged in negotiations will take if talks fail and no agreement can be reached. According to Dr. Preparation for Negotiations For many of the simulation exercises, you will be asked to read role information prior to class (beginning with the second class). It is the only standard which can protect you both from accepting terms that are too unfavorable and from rejecting terms it would be in your interest to accept. What are your no-deal options? •Evaluate your alternatives. Psychological Tools, Creating and Performing the Contract, and Building a Larger Pie. This can be a different vendor, a different investor, or another way of securing financing. " Knowing your BATNA means knowing what you will do or what will happen if you do not reach agreement in the negotiation. Andrea Reynolds developed the Persuasion Tools Model (see figure 1 below). In negotiation literature, your best alternative is often referred to as your BATNA (Best Alternative To a Negotiated Agreement). The underlying capacity of the negotiator to obtain benefits from one's agreement. Blog 3 - Negotiation Checklist for Live8 Negotiation Hello Everyone! Thanks for checking back in! This week's blog post is using the negotiation checklist from the NEGOTIATION Readings, Exercises and Cases 6th edition book that my class is using. BATNA is the acronym for "Best Alternative to a Negotiated Agreement. Author: Jessica Notini. Negotiations usually involve some give-and-take or. A principled negotiation seeks to divide the emotions of participants from the process of the negotiation. By the end of this course, students will have a better understanding of the connection between legal theory of contracts and the negotiation of contract terms and conditions,. Your BATNA becomes your resistance point. 7 Avoiding Conflict at WorldCom: The Case of Bernard Ebbers 10. The Simplest Game: Two Person with a Fixed Pie. Third-party consultation An outside consultant that serves as a go-between and can speak more directly to the issues because she is not a member of either group. share info about interests & priorities, but watch out for unilateral information exchange. Course Summary George Mason University School of Law. Good drafting habits: workshop Delegates will review contract terms, identifying how good drafting habits can save time and effort for the reviewer. Beyond the reservation price, you prefer no agreement. BATNA Basics: Boost your power at the bargaining table (PON Harvard Law School / Free report) SESSION 1: 11 March. com Role: Role of Kim Taylor for WCHI Self Other Interests / Positions * As buyer of. your fall back position not your “bottom line”. It is widely accepted that a more. Getting to Yes: Negotiating Agreement Without Giving In. The exact opposite of this option is the WATNA (worst alternative to a negotiated agreement). Before any negotiation, you need to. Instructions and roles will be assigned at the end of the class preceding the exercise. Negotiation Phrases Here you will find a list of the most typical Negotiation Phrases and Vocabulary in Business English. Sometimes your best alternative to a negotiated agreement (BATNA) is realizing that the negotiation itself is worth the risk. Baker: This exercise highlights the merits of distributive and integrative negotiation, and explores key concepts and principles in interest-based negotiation,including interests, BATNA, objective criteria, anchoring, trading across values, and ZOPA. Car Negotiation Role Play Buyer’s Facts: You really want to buy a Mini Cooper S. By focusing on the 'value of the deal', and examining the different issues that interfere with successful outcomes, you will be able to ensure greater success and longer lasting relationships from your future negotiations. "Start By Asking" shares a salary negotiation done by one of my students and provides a chance to introduce the idea of one's reservation value, or BATNA. Acquire the essential skills you need to negotiate price in a global environment. Because negotiation is among the most important skills for a manager to develop, activities that can foster its development are valuable for educators. The reservation price is derived from your BATNA, but it is not the same thing. Both can be applied to business disputes. With respect to BATNA, I feel strongly that Lyric can afford to pay Sally Soprano a sum of $28,000. A Negotiation Expert Answered: Team negotiations is a rich and complex area that often sees the best companies in the world stumbling, learning the hard way, with stories often being exchanged at lunch afterwards as a cautionary tale to the rest of the organisation. Sentimental reasons, prevent destruction of the property. If you want to negotiate, then you had better be 1) prepared 2) equipped with more than just a few negotiation ploys, and 3) have your BATNA prepared. Reflection Paper - Texoil For the Texoil negotiation, I was in the role of the Service Station Owner. It was the main subject of the negotiation. Learn Successful Negotiation: Essential Strategies and Skills from University of Michigan. Think of this exercise as taking stock of your bargaining chips—those items you could. The beginning portion of it states that the negotiation checklist is, "a systematic way to ensure you are well-prepared before your next negotiation". But a thorough BATNA assessment requires time and effort. The facilitator gives the participants 15 minutes for the role-play exercise in which the candidate asks for a bonus. your fall back position not your “bottom line”. It should be turned in via Canvas by 11:59 pm EST. Part of effective preparation is considering the worse possible scenario, or "best alternative to a negotiated agreement" (BATNA). 27 Closely linked to this concept is. William Ury proposed "principled negotiation" as a third way to approach negotiations. Case Studies: The Ways to Achieve More Effective Negotiations Renee A. The simulation centers around a negotiation over a proposal by Harborco, a consortium Of development, industrial, and shipping concerns, to build and operate a deep-water port in the city of Seaborne. Caneel Joyce Executive Summer School 32 Win-Win negotiations are not compromises or 50/50 splits Win-Win means that "all creative opportunities are exploited and no resources are left on the table. 27 Closely linked to this concept is. If the BATNA truly is better for that party than the proposed agreement, then the agreement will have to be abandoned, or changed to accommodate that party. Recommended for you. The best alternative to a negotiated agreement. Since we are focusing on dispute resolution in this chapter, we will limit our discussion to the resolution of disputes rather than the negotiation of new contract terms, but keep in mind that these activities essentially draw on the same skills. 4) Bargaining and problem solving 5) Closure and implementation Preparing and Planning. We end the week with our first interactive exercise—the Ultimatum Game. Short of physical violence, you may use any strategy to reach agreement. This leads not just to credibility, but also to persuasion. After reviewing the data, I determined that my BATNA would be to continue with an. Seek allies from the larger community. It is widely accepted that a more. Understanding your BATNA and the opposite's (person with whom you are negotiating) BATNA will help you determine when or if you should walk away from the negotiation table. Learning negotiation skills is a smart career move. Loading http://ojen. Ideally, each. the Knight v Excalibur Engines Exercise (Chloé, Linna, Yvette & Charlotte) Hi everyone! As we reflected on this exercise, we can conclude that all 4 of us were happy with the result. My initial bid was $300,000. WP: What are some of the things that people commonly confuse when negotiating?. Go into negotiations knowing what alternatives you have, including your BATNA—best alternative to a negotiated agreement. You need to plan your BATNA carefully, because you will be walking away from the negotiations if you can’t better it even by the slightest margin. Negotiation Theory and Practice: A Review of the Literature. A negotiation is distinct from mere bargaining or haggling in the sense that a negotiation tends to be more complex, involve more parties, and contain more dimensions to consider. For the Love of Physics - Walter Lewin - May 16, 2011 - Duration: 1:01:26. The Best Alternative to a Negotiated Agreement (BATNA) BATNAsi are elegantly simple in concept, but notoriously difficult to execute. World's Best PowerPoint Templates - CrystalGraphics offers more PowerPoint templates than anyone else in the world, with over 4 million to choose from. Guided by senior Kellogg faculty, both global thought leaders in their field, you'll discover a new way of thinking about and. • Negotiation Approaches and Strategies • Multi-issue Interactive Exercise • Distributive Versus Integrative Bargaining • Bargaining Strategies • Capstone Interactive. A key component to negotiations involves having a BATNA, or "best alternative to a negotiated agreement. The exercise illustrates Pareto optimality and the differences between compatible, trade-off or integrative, and. The risk of assuming this duty increases when negotiators use preliminary agreements — such as term sheets, memoranda of understanding, letters of intent, and agreements in principle. nashbramhall 14th January 2014 From United Kingdom. WP: What are some of the things that people commonly confuse when negotiating?. Put yourself in your shoes 2. " Said another way, it is the best you can do if the other person refuses. Negotiation Exercise • Recruiter and job candidate negotiate the offer, consisting of salary, signing bonus, vacation days, and location • Each has “interests” or things they value • If you cannot reach agreement, the deal is off • Pair off with a neighbor, read your role individually, THINK about your interests and goals, and negotiate. Car Negotiation Role Play Buyer’s Facts: You really want to buy a Mini Cooper S. This negotiation skills course is designed to help you power up your negotiation skills. The first exercise should be completed by Sunday, September 17 th. The authors present an original exercise that introduces three key concepts in negotiation: best alternative to a negotiated agreement, distributive bargaining, and integrative bargaining. The villager purchased the lot thinking that they might someday use it to grow potatoes, but they never got around to do so. "BATNA" means "Best alternative to a negotiated agreement". Negotiation Checklist In last week's class I really had a few issues with the Bakery-Florist-Grocery negotiation. The worst thing you can do is to interview for your dream job or that high-rate position—and no other positions. A Five Minute Training Course on Negotiating: why there's no need to worry about tricks and tactics. If your current negotiation reaches an impasse, what's your best outside option?. BATNA: our BATNA would be that everything stays as it is and the farmers will block the streets What we can offer. My target was $488,000, which included an additional $75,000 to help tie me over until I found a job upon my return. The exact opposite of this option is the WATNA (worst alternative to a negotiated agreement). Getting to Yes; Chapters 4-6 : Exercises. We all negotiate on a daily basis. Before you begin negotiation walk through the steps in your mind of what you are going to do, and think of different situations that may occur and how you are going to handle them. Distributive bargaining -Single-issue negotiation that tends to end up In competitive strategies. If you think you are well prepared, and this is a fairly important and/or complex negotiation, review your preparations. Course Summary George Mason University School of Law. 10 Key Lessons from the World of Negotiation, ten negotiation tips negotiation secrets, London UK. With its single-minded focus on "EDLP" (everyday low prices) and the power to make or break suppliers, a partnership with Wal-Mart is either the Holy Grail or the kiss of death, depending on one's perspective. Your negotiation strategy serves as the foundation for the approach and techniques that you use to achieve your goals. Introduction: In most settlement negotiations, parties are influenced consciously or unconsciously by their assessment of their. The Bacchus Winery negotiation took great effort to come to a compromise. ” William Ury. I am giving it management name, but real name is Negotiation. Think about all the alternatives available to you if the current negotiation ends in an impasse. We know, through a negotiation, the parties in valued try to reach an agreement and to satisfy their concerns and interests. Assessed the other side’s people, BATNA, and position? YES (See the “ Assessing the Other side’s Position and Interests ” worksheet. For example, the exercise illustrates how a zero-sum negotiation can be transformed into an expanded pie that benefits both sides. Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation? A test: was my negotiation effective? (some of these may not apply in a particular exercise). If we cannot come to an agreement, what is the worst possible outcome to this situation?. Emotional manipulation – Using tactics that intentionally affect the emotional state of the other party in an attempt to sway her otherwise-logical decision making may be seen as unethical. [1] For example, Mary might have two potential buyers for her car. In this immersive, highly interactive program, you'll learn Kellogg's proven approach to achieving concrete results, best practices and strategies to give you a critical edge. ) The people for the other side: Their business circumstances: What specifically, do they want from this deal:. The best alternative to a negotiated agreement, or BATNA, is the most advantageous alternative course of action a negotiator can take should the current negotiation end without reaching agreement. My basic strategies after the two day's training are the following: know common interests between parties, always have BATNA (Best Alternative to a Negotiated Agreement) and maintain relationships. cooperation and competition. Without having a quantitative reference point on which to negotiate, the terms of the agreement have to be developed in the negotiation. Salary , 6000 points, range $110,000-$90,000, decrement of $5000 or 1500 points. In case of repeat orders, prices negotiation may take place even before receiving the quotation. Negotiation Phrases Here you will find a list of the most typical Negotiation Phrases and Vocabulary in Business English. You get what you want by ensuring others don’t get what they want. Today’s focus Successful techniques for increasing your communication and negotiation skills in the technical workplace. These become the baselines for what parties should accept or reject. com, I played the role of Kim Taylor, the buyer from WCHI. In addition, this isn’t an optimal time to try a new technique -- if it doesn’t work and things go south, you could lose the deal. And we wouldn’t have felt the need to learn negotiation as an art or science. Negotiation is the process of bargaining that precedes an agreement. While it's always essential to consider such ideas as BATNA, bargaining space, and the reciprocity principle, other concepts become important as well. Review the Learning Exercise: Unhappy Co-Owners: he purpose of this exercise is to apply the five negotiation skills presented in this chapter to an actual negotiation situation. Seek to neutralize your opponent's attacks, rather than responding with counter-attacks. Both negotiators are given very general values of comparable cars and the Kelly Blue Book pricing. Respect them even if 6. As a result of negotiation, the supplier reduces the price. Taking a joint negotiation workshop is useful in getting your team on the same page on the company's negotiation strategies. ” 26 Army doctrine also incorporates this specific concept. Learn Successful Negotiation: Essential Strategies and Skills from University of Michigan. Explain why the Best Alternative to a Negotiated Agreement (BATNA) is important in preparing the negotiation. 070 Chiropractor Negotiation Exercise 1. Inventing a list of actions you can take if no i hdagreement is reached 2. Because no other issues were negotiated, the $37. and lots of them, should come from this exercise. We end the week with our first interactive exercise—the Ultimatum Game. The worst way to learn to negotiate is by avoiding negotiation at all costs. THE MOUSE EXERCISE - CASE EVALUATION. Lewicki, David M. And make no mistake - no matter how much you've negotiated, you can still learn. Oil Pricing Exercise - Two-team, scoreable, multiple round, "prisoner's dilemma"-style negotiation between representatives of two countries over the monthly price for barrels of oil. Beyond the reservation price, you prefer no agreement. - Improving your BATNA / weakening their BATNA - Identifying interests - Engaging in effective listening (paraphrasing, inquiry, acknowledgement) - Anticipating difficult tactics and/or biases - Knowing your mandate and limitations - Knowing the history of the negotiation - Brainstorming mutually beneficial/creative options. assessed his BATNA—his best alternative to a negotiated agreement. The 1-day course serves as an introduction to negotiation. Of course, developing your Best Alternative to a Negotiated Agreement (BATNA) is a very good way to calm down. different negotiation techniques and through negotiation. the Negotiation Scenarios exercise. 225 Union Blvd #150, Denver, CO 80228, USA: 3rd Floor, 86-90 Paul Street, London EC2A 4NE, UK: Level 25, 88 Phillip St, Sydney NSW 2000, Australia. Objectives: The objectives of this course are to: Consider key concepts and practical issues relating to negotiation skills. Harborco is multiparty, mud-issue, scorable face-to-face negotiation. Communication during a negotiation involves talking about and listening for the other party's interests. The topics covered are similar to those for the 2-day course, but there will be only one role-play exercise. Advanced Negotiation Skills examines ways to enhance your negotiation outcomes, and reviews the latest ideas and techniques in negotiation. In order to identify your BATNA, sufficient planning is required. You'll never get stronger or more confident — or. negotiation, no purchase or Prepare, Negotiate and Debrief Exercise TBA1 and pp. The exercise is "The House on Elm Street" negotiation from the free course at Coursera. As a result, class attendance is of paramount importance. , competitive or cooperative), and identify two possible negotiation tactics that could be used in each scenario. Creating value Course Format: Conflict and Negotiation Exercises: The course is built around a series of interactive exercises. Taking a joint negotiation workshop is useful in getting your team on the same page on the company’s negotiation strategies. Use the options below to build a customized version of this negotiation. Summary: This was a multiparty negotiation, which involved 6 players all with very different negotiation styles. The Live8 Negotiation basically involved two parties, Live8 Art Galleries and LiveAid. Lewicki, Bruce Barry, and David M. This is true for two reasons: If one party is highly opinionated or emotional, if their approach is threatening or extremely demanding, keeping quiet after they finish speaking can be quite unsettling to them. After negotiations have begun, the time may come when it is best to end negotiations and walk away from the table, and this is called the walk‐away point, or reservation price. Conflict and Negotiation Exercises: The course is built around a series of interactive exercises. I created these ten roleplays to use with my students of marketing and communication. Conflict Resolution Dr. Please share how this access benefits you. com Analysis During the negotiation of Moms. Ultimately, negotiation is an exercise in influence. Leveraging Power from BATNA. Preparation for Negotiations: Your classmates expect you to be fully prepared for each negotiation exercise. BATNA Negotiation Strategy Part One Bringing it all together Get your CME! Step Three: Developing a Negotiation Strategy Part Two Intro to this segment: Developing a Negotiation Strategy Part Two Third Negotiation Exercise: Trouble in Paradise. BATNA wasn’t and isn’t a revolutionary idea – alternatives, plan B, options, bottom line and so on have been around for years. Preparation and planning have been shown to increase your chance of success – whether on the battle field, in a sporting competition or in a sales negotiation. Third and also very important, I learned that having a BATNA is essential to negotiate with anyone, and you have to think of that before the negotiation start, because when you are in the negotiation you can easily lose the objective of your mind and having a BATNA helps to stay focused. Customize your Negotiation Simulation. Basically, it’s what you’d do if you walked away. Estimating BATNA is useful in negotiations because it lets you know how hard to push. Avoid thinking that "solving their problem IS their problem". Course overview: objectives, assignments, schedule ; Negotiation strategies and tactics: negotiation loop exercise ; Introduction to the Mutual Gains Approach (MGA) / Principled Approach; Negotiation simulation 1: implementing the. Preparation Worksheet Name: Alicia Davila Negotiation Exercise: The Bullard House Role: Seller SELF OTHER PRIORITIZED INTERESTS & POSITIONS 1. Negotiation power can be defined as "the ability of the negotiator to influence the behavior of another. …You can't agree, you can't move forward,…you go round and round. 3 Causes and Outcomes of Conflict 10. The beginning portion of it states that the negotiation checklist is, "a systematic way to ensure you are well-prepared before your next negotiation". The best alternative to a negotiated agreement, or BATNA, is the most advantageous alternative course of action a negotiator can take should the current negotiation end without reaching agreement. The work done prior negotiation pays off substantially. 7 principles for effective negotiations. But it is important not to ignore the other party's BATNA. You can negotiate with a local friend or use Discussions to find a partner from another part of the world. Jones, and a few observers. Negotiation Skills - Free download as Powerpoint Presentation (. It is useful. So don’t jump to conclusions and always consider content, consequences, firmness, and time. A Five Minute Training Course on Negotiating: why there's no need to worry about tricks and tactics. Saunders and Bruce Barry, 6 th Edition, 2010, McGraw-Hill Irwin Publisher ISBN: 9780073530314 PLEASE NOTE: The custom text is a custom printing of 12 chapters from the Essentials of. Evaluating your BATNA and those of the other side is an important element of negotiation. The best alternative to a negotiated agreement, or BATNA, is the most advantageous alternative course of action a negotiator can take should the current negotiation end without reaching agreement. When all else fails, having a prepared BATNA is essential in keeping the negotiation from shutting down and a last resort at resolving conflict. BATNA on the other hand is your best way to satisfy the same interests you seek in negotiation, but to satisfy them outside the negotiation. The goal of this negotiation is to stay within character and gain as much information from the other side as possible. If we cannot come to an agreement, what is the worst possible outcome to this situation?. Your Best Alternative to a Negotiated Agreement (BATNA) 5. SOLVED EXERCISES. The negotiation section includes several exercises and handouts that deal with more advanced negotiation concepts, such as game theory and logrolling, that are designed to facilitate teaching. ” This is your alternate plan when the talks start to wobble out of control. This leads not just to credibility, but also to persuasion. A key concept we discussed was BATNA, or the best alternative to a negotiated agreement. This resistance. There’s a lot on the line during a negotiation with the buyer. Both shows contain interesting examples of complex negotiations! (2) Test your negotiation skills by completing the negotiation in Module 6. Recommended for you. Since not all negotiations are successful, you should be ready to walk away from the table. To decide on your negotiating position, it is critical to determine what percentage of your business the payer represents. Negotiation is an art form and like any art form, it takes practice. When all else fails, having a prepared BATNA is essential in keeping the negotiation from shutting down and a last resort at resolving conflict. Course Summary George Mason University School of Law. Creating value Course Format: Conflict and Negotiation Exercises: The course is built around a series of interactive exercises. A negotiator’s BATNA (Best Alternative to a Negotiated Agreement). Therefore , BATNA - the best alternative to a negotiated agreement , is the standard against which the negotiation outcome should be compared. BEP 99 ADV – Negotiating: Negotiation Strategy (Part 2) 1) What is the interviewer talking about when he refers to a “trap?” The interviewer uses “trap†to refer to the situation Bryan describes in which the person sitting across from you in a negotiation is not the actual party or decision maker you should be negotiating with. The course will be delivered as a mix of theory and fully observed negotiation role-play sessions – with plenty of individual feedback. This is true for two reasons: If one party is highly opinionated or emotional, if their approach is threatening or extremely demanding, keeping quiet after they finish speaking can be quite unsettling to them. Determine Your Acceptable Range - Although you want the lowest possible price as a seller (or highest price as a buyer), focusing only on that one point leaves you at a weakness, as you'll be unable to tell how far you've veered from it. People have long memories, and you might encounter them again, perhaps when they are in a. In fact, negotiation experts frequently advise careful analysis and development of at least one BATNA and WATNA prior to entry in negotiation. In this way, you are prepared if the negotiation falls apart. The key to successful negotiation is to shift the situation to a "win-win" even if it looks like a "win-lose" situation. The case affords a good opportunity to discuss the relationship between BATNA and reservation value (sometimes called a "bottom line"), and the effect of one's BATNA -- and of the other party's BATNA -- on the negotiation process and outcome. A key to effective negotiation is the expansion of other options to create a better BATNA. All of us, as negotiators dealing with personal, community, and business problems need to improve our skills in conflict resolution and agreement making. If BATNA means nothing to you then you are probably in the 90% of managers and 93% of entrepreneurs who have never taken a negotiation class. A negotia-tor's BATNA is the course of action he will pursue if the current negotiation results in an impasse. To agree to a compromise half-way between person A's figure and person B's figure. Bringing a Topics, Targets, and Tradeoffs grid with you to the talks can also give you confidence. Planning your negotiation strategy should always come before selecting negotiating tactics. Sugar Bowl Negotiation Ki Juana Clark Role: Buyer and Seller Interests (Seller) – To sell the sugar bowl at a price of at least $650 but no lower than $350. This exercise teaches quickly and effectively that well defined, reasonable, and in‐place BATNA s are both strategically and emotionally beneficial to the negotiator. Piece is damaged. Ideally, each. Use a Topics, Targets and Tradeoffs Grid. BATNA, developed by Harvard University negotiation experts Roger Fisher and William Ury, stands for Best Alternative to a Negotiated Agreement. 4 Your BATNA is the option you will take if no agreement can be reached. Understanding your BATNA and the opposite's (person with whom you are negotiating) BATNA will help you determine when or if you should walk away from the negotiation table. Five Stages of Negotiation - From Preparation to Agreement. An effective communication is directly proportional to an effective negotiation. It can also be your trump card to make the deal happen to your advantage. -Defining Negotiation, What is not Negotiation, Range of Negotiation Context # Types of Negotiation-Situational Negotiation, Style based Negotiation # Types of Negotiator-Soft Negotiator, Hard Negotiator, Comparison between Soft and Hard Negotiator # Individual Exercise on Identify the Type of Negotiator Session 2: # Key Elements of Negotiation. 10 Rules of Negotiation. The best-case scenario is the easy part. What a shame it is that moviemakers are almost afraid of dialogue. eCLDP IDENTIFYING YOUR BATNA 1. Negotiations and the Political Process “A Negotiation is Not so Much a Technical Problem-Solving Exercise so Much as it is a Political Process in which The Parties Must Work with Each Other to Create an Agreement Acceptable to Both. The goal is not only to reach agreement but to maximize mutual value. "Start By Asking" shares a salary negotiation done by one of my students and provides a chance to introduce the idea of one's reservation value, or BATNA. More importantly, knowledge allows you to prepare convincing arguments - to address issues the other side might raise during the negotiation process. Negotiation is a essential expertise needed for environment friendly administration. A BATNA can form part of the given structure of negotiation, but it can also be subject to strategic manipulation. 00 for the lead role in this particular production with an additional $5,000. So, a party understands when it should “walk out” of a negotiation and is confident in this decision. Interest-BasedNegotiation Introduction Negotiation is a communication process where you attempt to influence someone to give you what you need or want in exchange for something you have that they need or want. Harborco is a consortium of development, industrial, and shipping concerns that are eager to proceed with the building of a new port, but face hurdles and potential opposition as they advance through the licensing process. Right now, our company is engaged in a negotiation to purchase a commercial property. By Katherine Harrington | Director of Innovation, Business Publications Corp. Car Negotiation exercise 3. Negotiation researchers Roger Fischer and William Ury, of the Harvard Program on Negotiation (PON), are the pioneers of BATNA. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Respect them even if 6. The objective should be to develop options that each side will agree is better than their respective best alternative to a negotiated agreement (BATNA). In negotiation theory, the best alternative to a negotiated agreement, or BATNA, refers to the most advantageous alternative course of action a party can take if an agreement cannot be reached. Only through communication. Part of effective preparation is considering the worse possible scenario, or "best alternative to a negotiated agreement" (BATNA). Negotiations should all be win-win. negotiation exercise that involved coming to a collective decision. Pinkley, Neale, and Bennett (1994) looked at the effect of BATNA on negotiated outcomes. Do your checklist exercises, clarifying your BATNA and theirs, list both your and their interests, and be prepared for the approach they are likely to take based on your intelligence work. Preparing for a Negotiation: • Working as a team, fill out as much as you can on pages 1-3 of the Negotiation Worksheet • Focus on identifying the following items: • Your “blue sky” (ideal) outcome & your BATNA (Best Alternative to a Negotiated Agreement); • What you imagine the other party’s blue sky and BATNA might be;. Both negotiators are given very general values of comparable cars and the Kelly Blue Book pricing. 21 Improving your position. Regardless of how hard and creatively you worked, there is a possibility the other party is just in a much better position, and in the heat of the moment, they say something like “Ok, the very best we can do is $25,000. If you are lucky, this is a battle you might win. Sometimes, the worst scenario occurs: a negotiation breaks down and an agreement may fall apart between the parties involved. Bazerman Chia-Jung Tsay is a doctoral student in organizational behavior at Harvard Business School in Boston. This leads not just to credibility, but also to persuasion. Objectives: The objectives of this course are to: Consider key concepts and practical issues relating to negotiation skills. Thoroughly updated and revised. Viking Investments has agreed to pay Woodcrafters the original contract price of $700,000 ($7,000 per unit). To decide on your negotiating position, it is critical to determine what percentage of your business the payer represents. Practice Negotiation (Garage sale) 3 (10/13) The “Seven Elements”. This is a highly interactive GL O MACS Advanced Negotiation Skills training seminar, using a mix of formal presentations, case studies, role play exercises, self assessments, presentations and group discussions. You have been car shopping for the last three or four months, but the cars you have seen either have very high mileage or they are trashed. Having a good BATNA, a good alternative, empowers you as you prepare to get the negotiations off the ground. Roland, Dr. HARVARD BUSINESS SCHOOL BCPC Internet Strategy Team: An Exercise This team decision-making exercise describes a cross-functional management team at a telecommunications company. It does not need co-operation from others and gives options when. I had the position of National Government Official for the Mouse Exercise Case. Have you ever felt pressured into accepting a deal that you were unhappy with? Or you took a deal because there seemed to be no alternative? Most of us have probably experienced this at one time or another. In negotiation literature, your best alternative is often referred to as your BATNA (Best Alternative To a Negotiated Agreement). Author: Jessica Notini. The exercise challenges negotiators to identify and value issues and options. Negotiation and supply positioning Preparing the negotiation process Assessing and understanding your own negotiation skills Choosing your negotiation team Developing a negotiation strategy The different stages of negotiation Win/Loose vs. Communication during a negotiation involves talking about and listening for the other party's interests. Francis Trascritti, Phd. Can you negotiate an acceptable price for both of you?.
,