BATNA – Netscape’s BATNA is simple‚ it will keep its great grow with or without this deal‚ if they will not be able to get to an agreement‚ they will pursuit the dropping shares of the decreasing internet services market‚ especially AOL’s. ZOPA – the hatred of AOL towards
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noticed them about the availability to distribute in the largest chain-restaurant in the country (low cost for us‚ high value for them). This was an example of a claiming value negotiation‚ where both parties tried to achieve an individual gain (the best price) and only the price being discussed. However‚ it has integrative issues as well‚ because it is important to build a long-term relationship to keep distributing in the future. My BATNA was bankruptcy‚ and my reservation point very low‚ so any
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help reach a settlement point o A framework for communication is • Communication of offers is dynamic • The offer process is interactive as bargainers influence each other • Various external factors affect the negotiation - Information about Alternatives o Having a BATNA generally alters how negotiators act within a negotiation o Negotiators with better BATNAs generally set higher reservation prices o Negotiators who are aware of their counterparties BATNA tend to set lower reservation points
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Luna Negotiation Case Analysis In the Luna case that involved the companies DGG and Global Service‚ DGG was trying to receive payment for trademark infringement of a pen that Global Service was currently producing. In the negotiation‚ Erika did not have a very strong BATNA‚ which was getting another company to manufacture the Luna pen after a potential lawsuit that would likely only force Global Service to cease production. DGG’s interest was simply to receive money for the use of the trademark
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and rooted. What if the other side believes in a different standard or fairness? Every party of the negotiation process will have a different notion of standard and fairness‚ once they have a different standard by which to judge what is fair. The best way to ensure that there is a common point in the both sides is to use external standards‚ which will improve on haggling‚ reducing the conflicts and becoming easier to reach the goal of the negotiation. Should I be fair if I don’t have to be? In
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Cited: 1. Fischer‚ Roger‚ Bruce Patton‚ and William Ury. Getting to Yes: Negotiating Agreement Without Giving In. New York City: Penguin Group‚ 2011. Print. 2. Mayer‚ Bernard. The Dynamics of Conflict: A Guide to Engagement and Intervention. San Francisco: John Wiley & Sons‚ Inc‚ 2012. Print.
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Reflection Journal: TEXOIL CASE Summer 2015 For the Texoil negotiation‚ I was assigned the role of the Service Station Owner. As such‚ my main objective was to sell the station and get the best possible agreement. My BATNA was $518‚000‚ which accounted the present and the next two years expenses ($478‚000) plus half of the year salary upon return from the trip ($35‚000). My asking price was 650‚000 explaining to Texoil that the market price was around $800‚000. The benchmark was the cost of constructing
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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
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never knew the strategies that different people have used on me were negotiation techniques and in some situations I think because I didn’t understand the concept of a “BATNA” or “Reservation Price (RP)” I fell into the side where I didn’t get the best piece of the pie. I Biopharm Seltek was the first negotiation that I walked into this semester‚ and it is also the first negotiation that I prepared myself by reading and learning different strategies to use in different situations. I think knowing
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Back in the Macedonian time period of the Byzantine Empire‚ many philosophical and theological debates were held. These debates could be held anywhere‚ even on the streets. The debates helped keep knowledge of Greek heritage about. Debates kept knowledge of what was accepted and believed‚ as well as deciding what was feasible in the eyes of the public. Debating was a sign of respect to Byzantine predecessors and heirs. They were a tradition‚ of sorts. The goal of this document is to teach you how
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