Outcome and Relationships: BATNA RESERVATION PRICE ZOPA • BATNA : BATNA Best Alternative To a Negotiated Agreement 8 The Art of Negotiating a. WHAT IS BATNA? : WHAT IS BATNA? How do the proposals match your realistic alternative if you cannot come to a deal? The more attractive your BATNA is compared with the proposals you receive‚ the more POWER you have; the less attractive your BATNA is compared to the deal on offer‚ the less power you have. b. BATNA : BATNA Retain the existing supplier
Premium Negotiation
1. a. In negotiating with Condor‚ what is Jewel’s BATNA? Because 35+5=40>38 So Jewel’s BATNA is ‘buy Z-1 CPUs from Beta for $38/unit’. b. In negotiating with Condor‚ what is Jewel’s reservation price‚ i.e.‚ the most it will pay for Condor’s Z-2 CPU? 38-5=33 So Jewel’s reservation price for Condor’s Z-2 CPU is $33/unit c. How has Jewel’s BATNA changed? Jewel’s BATNA changed to ‘negotiate a 20% reduction from Acme‚ if it can reach a deal then buy Z-2 CPUs from Acme for $28/unit‚
Premium Risk Decision theory
Case study: The Muse/TransStar and Southwest Airlines BATNA Case Overview Transtar was struggling amid the 1982 traffic controllers’ strike. By the end of 1984‚ they were looking for a merger to keep it afloat. In 1985‚ Southwest Airlines acquired the company and a series of complex negotiations between Southwest Airlines and Transtar instigated. An agreement on combined master seniority list is reached in the last negotiation between pilot groups. Nonetheless‚ Transtar Pilots Association (TPA)
Premium Negotiation Best alternative to a negotiated agreement
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 before exiting the negotiation. You have to prepare your BATNA before the negotiation to keep in mind what is your alternative solution if the agreement cannot be reach
Premium Negotiation Game theory Welfare economics
BUSINESS NEGOTIATIONS Leighton Wilks HROD 493 Winter 2015 Agenda – Day 1.1 • Introductions • Course overview • Negotiation – “BioPharm/Seltek” • Discussion - Introduction to negotiation • Negotiation basics • Distributive negotiation Introduction Me • Leighton Wilks • HROD • SH 460 • lrwilks@ucalgary.ca • (403) 220-4139 You • Name • Area of focus/work • Something interesting? The Course • Perhaps the most useful course of your degree! • Negotiation is both an art and a science • Will discuss
Premium Negotiation Best alternative to a negotiated agreement Collective bargaining
most of the whole negotiation process‚ you should know your BATNA – Best Alternative To a Negotiation Agreement. By know your BATNA (a measurement tool) that not only gives you better standards but is also more flexible then bottom line solution‚ it allows you to use imagination and invent other solutions that better satisfy our interests‚ but it may also be to uncertain‚ not giving you an actual limit. Conclusion‚ both bottom line and BATNA aren’t good enough for every negotiation
Premium Negotiation Best alternative to a negotiated agreement Contract
children would be dissatisfied if I accept kris situation It’s been a policy for years and it’s a fair policy The employees accepted the policy when they were hired If we have abandoned calls we may loose our customer What is your BATNA? Reservation Price? Goal? BATNA: Reservation Price:Goal: my goal is to have Dave’s support and prove that I am right about the situation although I know about kris tough situation What are your sources of power? I’ve been supervisor for years and I am well experienced
Premium Economics terminology Lebanon, Tennessee
1a. Mouse - BATNAs Although the parties in this case all have respective BATNAs‚ none are very good and would lead to a “lose-lose” proposition. For example‚ Mouse could disregard the positions and interests of the Mayors and attempt to move forward with the project. However‚ this would lead to risks such as project delays‚ increases in budget‚ lost revenue and diminished reputation in other foreign countries. Also‚ it would lead to a bad public relations image for the company. Therefore‚
Premium Investment Tax Form of government
in order to make a profit on the show‚ Paramount seemed to be demanding $ 6 million per episode. Paramount came down to $5.5 million later. Q.2. What is NBC’s BATNA? What is Paramount’s BATNA? What is your best estimate of their respective reservation prices? Is there a ZOPA? Answer: NBCs 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
Premium Negotiation American Broadcasting Company
Jewels Equipment Manufactures 1. a. In negotiation with condor‚ what is Jewels BATNA? A. Jewels BATNA in this case is to buy Z1 CPU from Beta‚ because Z1 are more effective than Z2 and they will save $5 per unit so the total cost of this Z1 units at the end instead of being $38 will be $33. This is $2 dollars cheaper than buying Z2 at $35 per unit. b. In negotiation with condor‚ what is Jewel’s reservation price‚ i.e.‚ the most it will pay for Condor’s Z2 CPU? B. Their reservation price should
Premium Risk Best alternative to a negotiated agreement Negotiation