Section A 1. BATNA (Best Alternative To a Negotiated Agreement) is a term developed by Roger Fisher and William Ury of the Harvard Negotiation Project. In the absence of a deal‚ it is the preferred course of action you should take. It ’s a hefty concept that can make your negotiations more successful‚ especially when the other side is more powerful and/or has a stronger bargaining position. You negotiate to obtain something from another party that is more valuable than what you get by not negotiating
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assumption. The approach to this will be to use all the information that was provided in the analysis to determine the best position of strategy to save the Opera on opening day‚ to find a fiscal solution that will benefit both the Opera and Sally using a BATNA strategy. The conflict is defined in this scenario is the immediate need of the opera company needing an experienced soprano for opening night in 3 weeks versus an aging soprano who would like to get her career back on track. Sally was the lead soprano
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Failing in prepare‚ is preparing to fail. You need to develop your strategy and arguments to be consistent and explain very well the whys. I did not win in all the points that I wanted; but I did achieve the Best alternative to a negotiated agreement (BATNA). Of course they have a positive correlation the more you prepare the more you achieve and vice versa. 3.- How did the concepts of preparation‚ power (structural and/or
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As the seller I was able to get a deal that was within my BATNA and close to the class average. I went into this negotiation with a BATNA of 140 and was able to get a deal at 135. I believe that I was successful in this negotiation because I enter the meeting with a solid plan including my BATNA and reservation point. I also listened closely to the opposing side’s arguments and adjusted my approach and BANTA accordingly to
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BlackBerry v. Co-Founders After announcing open for purchase‚ BlackBerry has already agreed to a non-binding offer from Fairfax. Before the deadline (Nov.4) of Fairfax’s offer‚ BlackBerry can still accept higher offer from others‚ thus co-founders of BlackBerry‚ who own 8% shares of BlackBerry‚ are running a bid. Negotiation Environment Number of Parties: Two Parties. One is the rest 92% of BlackBerry’s shareholders (represented by the CEO and the board of BlackBerry). The other is a potential
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Contract Negotiation ACM 397 Contract Negotiation The section of the book that I found most informative and took the most out of was Part 1‚ Chapters 1-5. Part 1 covers the nature of negotiation‚ preparation of negotiations‚ distributive bargaining‚ integrative negotiation‚ and closing deals. Negotiation is a process in which individuals with differing viewpoints work together to come up with a solution that can work for both parties. Negotiation is a huge part of our everyday live. It is
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prints runs for the book 4. Number of weeks that Paige has to promote the book 5. Number of books 6. Advance 7. Number of countries where the book will be sold 8. Number of book clubs that will adopt the book What is your BATNA? Reservation Price? Target? BATNA: Find another publisher that is as good as Bestbooks Reservation price: 10100 Target: 17600 What are your sources of power? ▪ Find another publisher that is as good as Bestbooks. ▪ Another publisher‚ Barney’s book
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Fund Role: Turbo What issues are most important to you? (list in order of importance) 1. Funds for R&D 2. Ability to contribute value of each consortium 3. Future relationship with other firms What is your BATNA? Reservation Price? Target? My BATNA is $0 if the other two firms want to cooperate with each other and kick me out. My target is to cooperate with Stockman and get the fund of $440‚000 and split the fund between us two. Since Stockman contributes more value than
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supports for the arguments that the negotiator made and the guide which help the negotiator to achieve an agreement. The goal must be set accessing the S.M.A.R.T. formula (Specific‚ Measurable‚ Attainable‚ Realistic and Time bound). 2) What’s your BATNA? The negotiators should have at least three chances for them to negotiate with the opponents. These three
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Advantages of principled bargaining Each of these four principles and other methods offer great advantages over many other types of negotiations. Separate the people from the problem People who involved in the negotiation would constantly hold their side’s positions and make quick response to other side’s activity. Therefore the problems between two sides always arise from their perception‚ emotion‚ and communication. (Fisher R.‚ and Ury W.‚ 1991) In term of Fisher and Ury‚ perception is the
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