Genius – Deepak Malhotra & Max H. Bazerman Chap 1 = Claiming Value in Negotiation Strategies for “Claiming Value” 1) Assess your BATNA a. Identify all plausible alternatives b. Estimate the value of each alternative c. Select the best alternative; this is your BATNA 2) Calculate your RP 3) Assess the other party’s BATNA 4) Calculate the other party’s reservation value 5) Evaluate the ZOPA Common Negotiator Mistakes [pg. 27] * Making 1st offer
Premium Negotiation Best alternative to a negotiated agreement Dispute resolution
This case simulation focuses on the response of two North American firms -- Vitro and Corning -- to the challenges presented by economic integration and globalization. Some of the information and observations are draw from the author’s personal experiences. The case is not intended to support a particular approach to management‚ nor is there a correct solution to the case analysis. Key issues include international strategic alliances and joint ventures‚ corporate response to trade liberalization
Premium Negotiation Best alternative to a negotiated agreement
Google and the Government of China: A case study in Cross-Cultural Negotiations Develop a negotiations planning document using the Kellogg format in Exhibit 11 Issue Google Chinese government Purpose of negotiation Priority: 1 Position: focuses on profit and brand management Priority: 2 Position: technological‚ economic gaining Interests: A population of 1.3 billion along with a growing economy makes Chinese market extremely important for Google to enter Interests: It wants Google
Premium People's Republic of China China Han Chinese
Values Minerals Council of Australia A condition of MCA membership for companies is that they become signatories to the Enduring Value – the Australian Minerals Industry Framework for Sustainable Development. A key element of Enduring Value is the commitment to ‘contribute to conservation of biodiversity and integrated approaches to land-use planning’ and to ‘respect the culture and heritage of local communities‚ including Indigenous people’. The MCA supports the minerals industry in working with communities
Premium Australia Global warming Economy of Australia
get the car at $4‚500‚ the low end of blue book value. $4‚500 could be the net price‚ which means if seller can offer something else‚ such as maintenance service‚ parts or accessories to offset some part of the cost‚ I can accept higher price. My BATNA is to deal with other seller for similar used car. Eventually‚ I couldn’t make any deal with seller during the negotiation because he wanted to sell at $5‚000 and his extra accessory offer is not worth $500. And I found out that this car’s timing belt
Premium American films Contract Sales
Negotiation Point "Effective negotiation is not about conflict. It is not about deviance or dishonesty. It is not about posturing‚ or bullying‚ or threatening. Effective negotiation is about exhaustive preparation‚ utter clarity‚ heartfelt communication‚ and a sincere‚ demonstrated desire to fully understand not just your own needs‚ but the needs of the other party." Leigh Stienberg: Winning with Integrity. Reason Does every thing in life revolve around negotiating? Your relationship
Premium Negotiation Best alternative to a negotiated agreement Getting to YES
PREPARATION * Set a negotiating team * The spokesperson (NBR): Dixie Lee has 14 years experience in negotiation and assisted with the previous contract negotiation in 1994. * The chairman: Ruth Boaz is president at LFA MEC at MCA * The other members of the team: Peggy Hardy‚ Marie Phillips‚ Jody Rogers‚ local LFA union presidents Dixie Lee will be the only one to talk‚ to avoid any emotional reactions from the other team members‚ who are directly concerned with the issues
Premium Negotiation Collective bargaining
Body Many studies indicate that violent computer games can have very negative effects on children. New studies indicate that even the non-violent games may have negative effects on a child. Games can have some positive results in helping children deal with stress and to learn difficult school subjects such as math and reading. These same positive games can cause problems for the child in other ways. 1. Short Term Aggression * The General Aggression Model (GAM)
Free Computer Education Standardized test
How did you prepare for this negotiation? Why did you prepare in this manner? A. Identify the issues that you thought were the most important issues to be negotiated‚ and briefly explain why you thought they were the most important. In preparation for this negotiation‚ I studied the case diligently. I wrote down‚ what I felt were the key issues for Joe Tech. I also made a list of pros and cons associated with each issue. I prepared in this manner because it gave me the opportunity to effectively
Premium Management Negotiation Contract
Mercury Capital Analytics Corporate Finance White Paper Supply and Demand and the Firm Value Equation There are a variety of methods for determining a valuation of a business‚ but‚ as with any pecuniary value‚ the price the market is willing to pay for business enterprises is determined by the laws of Supply and Demand. Inevitably one important method of establishing the value of a business will be based on a discounted cash flow analysis. This takes a projected earnings stream and uses a discount
Premium Supply and demand Cash flow