left on the table. 2) Another negotiation tool that I learned from the first day of class (and the book) is the importance of developing a BATNA. Although people may often have a backup option when entering a negotiation‚ I would imagine that they rarely actually prepare a detailed BATNA in advance. More importantly‚ properly assessing the other side’s BATNA can give you negotiating power and leverage. 3) The third learning that comes to mind is the 2x2 matrix that showed different negation tactics;
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party influence the negotiation process * Existence of a BATNA changes several things in a negotiation 1) Compared to negotiators without attractive BATNAS‚ negotiators with attractive BATNAs set higher reservation prices for themselves than their counterparts did 2) Negotiators whose counterparts have attractive BATNAs set lower reservation points for themselves; and 3) When both parties are aware of the attractive BATNA that one of the negotiators has‚ that negotiator receives a
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Analysis Situation Summary We are representing Harborco‚ a newly formed consortium who has submitted an application to the Federal Licensing Agency to build and operate a deepwater port off the coast of Seaborne. The consortium is made up of a variety of enterprises‚ which are diversified among a number of commercial activities. Harborco will participate in financing‚ construction‚ and operation of the port. The port will be the first of it’s kind on the East Coast‚ located in Seaborne on the
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Getting to Yes: Negotiating Agreement Without Giving In Roger Fisher and William Ury ________________________________________ Roger Fisher and William Ury‚ Getting to Yes: Negotiating Agreement Without Giving In‚ (New York: Penguin Books‚ 1983). In this classic text‚ Fisher and Ury describe their four principles for effective negotiation. They also describe three common obstacles to negotiation and discuss ways to overcome those obstacles. Fisher and Ury explain that a good agreement is one
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Paper Project: Viking Investments MBA ###: Seminar in Negotiation and Other Dispute Resolution Methods Written by: ########## 11/17/12 Table of Contents ------------------------------------------------- ------------------------------------------------- Introduction ……………………………………………………………….3 ------------------------------------------------- ------------------------------------------------- Summary of Major Issues ……………………………………………………………….. -------------------------------------------------
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Chapter 1 Claiming Value in Negotiation 5-Step pre-negotiation framework: 1. Assess your BATNA 2. Calculate your reservation value 3. Assess the other party’s BATNA 4. Calculate other party’s reservation value 5. Evaluate the ZOPA Responding to their initial offer (Strategies): 1. Ignore the Anchor 2. Separate information from influence 3. Avoid dwelling on their anchor 4. Make an anchored counter offer‚ then propose moderation 5. Give them time to moderate
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Level of Confidence The Mind and Heart of the Negotiator Leigh L Thompson 2. Assessment of the other party a. Who are the Other Parties ? b. Are the Parties Monolithic ? c. Issue Mix d. Otherʼs Interest and Position e. Other Negotiatorʼs BATNA 3. Assessment of the situation a. Is the Negotiation One Shot‚ Long Term or Representative b. Do the Negotiations involve scarce Resources‚ Ideologies or Both ? c. Is the Negotiation One of Necessity or Opportunity ? d.
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Negotiation” is to deliberately give individuals an overall understanding of what must take place to maintain a successful negotiation. The key concepts in this article are Distributive and Integrative negotiation‚ ZOPA (Zone of Possible Agreement)‚ BATNA (Best Alternative to a Negotiated Agreement)‚ and NDB (No Deal Beyond/Below). Each of these topics involving negotiation were explained in depth and continuously referred back to throughout the article. As a current manager theses concepts affect
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for needing the product. After discussing his needs for the product‚ we somehow figured out the exact thing that we needed from the product. We saw pretty quickly that we could both benefit from the product. I wasn’t clear of the other party’s BATNA. He did seem to play up the human side of his need. He often stressed how this would help him to save lives. He wanted me to give the entire crop to him initially. Early in the negotiations we realized that we didn’t need the entire plant to accomplish
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Your interests: Their interests: Short Term: Short Term: • Safety of our family • Finish project quickly with low cost ○ Construction site • Maintain good relationship with zoning cometee ○ Speeding trucks • Be able to sell the property at high value • Parking problems • Avoid liability • A lot of dirt (pool) Long Term: • Damage to property (foundations) • Maintain good reputations
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