Reading and Discussion The Negotiators Dilemma: Distribute or Integrate

Phases in Negotiation 3.1. Preparation for Negotiation=> 3.2during => 3.3.after. 3.1: Good negotiators have a game plan and prepare in advance for any contingency People=> Problem=> Process

How to prepare negotiation in people factor: instruction and relations between negotiators. How to map relationship in negotiation? With stakeholders => completing the mapping of all the stakeholders Identify

Process: organization of the meeting => facilitation: why? How? What? Logistic: who? When? Where? Communication=> question to ask and information to share.

4.1 BATNA What is BATNA? BATNA (Best alternative to a Negotiation Agreement) is what you would do if no agreement is reached in the current negotiation Buyers Target Price Sellers Reservation Price (Sr) Buyers Reservation Price (Br) Sellers Target

What is your BATNA in situation 1? Situation 1: Youre negotiating a leasing agreement on some office equipment with Laura BATNA: Buy used office equipment instead of leasing new equipment 900 - 500 and 700 - 1000 NOE UOE UOE - NOE In situation 2? Youre 4.2 Reservation Price: Concept: is your bottom line The point at which you are indifferent to whether you achieve a negotiated agreement or walk away. Beyond the reservation price, you prefer no agreement Define your reservation price before negotiating Learn your opponents reservation price, if possible Calculation method: After you identify your BATNA, convert it to a reservation point method 4.3: Zone of possible agreement What is ZOPA? (NHW SLIDE MINH TIM DUOC) 4.4: Value creation? How do you create value? This occurs when trade-off good or services have very little value to the owner, but have unusual value to the others side

WHY dont you reveal your BATNA? What happen when seller reveal her BATNE? Convenience

Tm th l thc thi tt L s thu hiu mi cng vic mnh lm l c ngha cho s pht trin ca mnh qua mi s tri nghim: dc giao, c lm. Once you reveal your BATNA the Counterpaty has you over a barrel If you lie about BATNA The counterparty might call your bluff and then you would have one heck of a face-saving act to perform Ethical/moral Strategic face-saving Legal contractual BATNA TIPS: Signal to the other party that you have a BATNA, without revealing it. Do as much research as possible on the other partys BATNA Do not think of your BATNA in aggregate terms Improve your BATNA before you negotiate

Bi 5. 5. Negotiation Tactics I] - Information processing a) How can you can obtain knowledge to become a more effective negotiator? - Use your own experience and education - Use the internet - Hold discussions with all the necessary parties on your side - Discuss relevant issues with outside professionals 3P>< P^-2 II] - Barriers overcoming technique:

What do you to process information in INTERGRATIVE NEGOTIATION? - Inquire about the other sides interest - Provide important information about your process 5.2 Barriers overcoming technique How do you deal with die-hard negotiators? - Do not let them intimidate you - Recommend the choices by packages if they do not want to share information - Ready to walk away - =>>> I am modem die-hard How do you deal with the saboteur to negotiation? - Identify to saboteur - Bring benefit to person who has conspiracy to commit sabotage Case study: Negotiating: the top ten way that culture can affect your negotiation Describe the ways that culture can effect negotiation? Communication Reasonable Break Unified model

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Clip: 6 ways to break a negotiation deadlock

5.3 Building Alliances:

Alliances => Increase reliability and Strengthen Bargaining Power.