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
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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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and did not want to invest in another 3 years. They also deemed Paramount’s price per episode as too high and wanted to minimize the loss of revenue. What is NBC BATNA? BATNA stands for “Best Alternative To a Negotiated Agreement”. In other words BATNA means what do you do if you do not reach a deal? I believe NBC’s BATNA was to buy a comedy show such as Dharma & Greg from another network such as ABC. NBC was looking or considering a comedy show that would give NBC the same size viewing
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May‚ 4th 2013 Getting Past No William Ury Summary International Negotiations Universidad Panamericana Mario Alberto Aguirre Negotiations Negotiations take place every day‚ everywhere. We all are negotiators‚ some of us good and some of us not that good. But we all want to have a yes for an answer. Whether in business situations‚ couple matters‚ family discussions or daily interactions‚ we all are exposed constantly to negotiations. And these negotiations define the path of
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tactics 8 Distributive bargaining: First step • Target point - aspirational • Resistance point – walk-away • Opening offer – tactical 9 Distributive bargaining: Typical negotiation structure Seller’s BATNA Seller’s Resistance Point Focal Points Buyer’s BATNA Buyer’s Resistance Point Better for
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use objective criteria. * BATNA stand for best alternative to a negotiated agreement. Your BATNA reflects how dependent you are on the other party. If you are negotiating price and delivery dates and can choose from a number of reputable suppliers‚ then you have a strong BATNA. If on the other hand there is only one vendor who can supply you with specific‚ critical material on time‚ then you have a weak BATNA. Under these circumstances you may be forced to concede to
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issues are most important to you? (list in order of importance) 1. Keep houses intact 2. Commercial uses only if tasteful as Grouse´s proposal 3. Avoid bad press 4. Generate good press 5. Maximize sale price What is your BATNA? Reservation Price? Target? BATNA: $ 13 million for 100% of Downtown´s shares or proportional with a minimum of 70% of its shares while commercial uses tasteful as Grouse´s proposal Reservation price: $ 15 million for 100% of Downtown´s shares or proportional
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As much as you have to figure the person’s personality & your own attitude toward him‚ you also need to consider the negotiation basics‚ strategies‚ & process. You should know them all by heart & you have to be aware of that particular circumstance. It means‚ you need to comprehend the situation & utilize the right strategies. Now‚ after we talk about negotiation‚ we are going to move forward to the concept of effective negotiation. Effective negotiation will happen when the outcome is
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quoted Z1 CPUs at $38/unit Condor: only produces Z2 CPUs a. The BATNA in the negotiation with Condor is to buy the Z1 CPUs from Beta. It is the best alternative considering the $5/unit benefit of Z1 over Z2 CPUs compared to the$3 difference between Acme and Beta’s offers. b. Jewel’s reservation price in negotiating with Condor is $38 - $5 = $33. There’s a 50% chance to negotiate with Acme a $28/unit with Acme. c. Jewel’s BATNA is to negotiate a $28/unit with Acme. d. The new reservation price
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Iberia Airlines Builds a BATNA Case study in the INTERNATIONAL MARKETING course. Presented by: Ashraf Hatem Hlouh IBERIA AIRLINES BUILDS A BATNA THE CASE Iberia wanted to buy new jetliners : chief financial officer and the man who led its search for wide body jets‚ meant from the start to run a real horse race. Dupuy made it very competitive‚ His rule: “Whoever hits its target‚ wins the order”. Enrique Dupuy (Boeing) : who had been appointed Boeing 777 as a "revenue machine" He insisted
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