MANAGEMENT REPORT BATNA Basics: Boost Your Power at the Bargaining Table www.pon.harvard.edu Negotiation Management Report #10 $50 (US) Negotiation Editorial Board Board members are leading negotiation faculty‚ researchers‚ and consultants affiliated with the Program on Negotiation at Harvard Law School. Max H. Bazerman Harvard Business School Iris Bohnet Kennedy School of Government‚ Harvard University Robert C. Bordone Harvard Law School John S. Hammond John S. Hammond & Associates
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Dear ronald there is confusion in batna. so‚ i have just send the information for batna. we need to discuss about it. what is your BATNA? BATNA(Best Alternative to a Negotiated Agreement). It is highly recommended that people develop a BATNA before engaging in a negotiation. Without taking the time to develop a BATNA‚ you will likely be unaware of what would happen if the negotiation fails. As a result‚ you may feel a strong inner pressure to reach an agreement‚ even if it is not in your best
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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
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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‚
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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)
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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
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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
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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
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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
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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‚
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