1I

NAME OF PRESENTER

2I

Name

Roll

Mahadi Hasan

254

Trishna Saha

249

Ariful Hasan

244

Tawfeeq Hasan

257

Shamsuddin Bappi

237

Mostafizur Rahman

242

NAME OF PRESENTER

3I

NAME OF PRESENTER

Main issue of the

dispute- Summer
cottage.

We have to make
an agreement

New co-ownertries to buy me,

changing property,
threatens to
petition a court

Failing agreementSelling to a
third party
4I

Prioritize some
interest, and
sacrifice some.

My perspectiveDont want to sell

the property,

Co-owner
perspective- Sell the
property(he thinks
market value is high
for the land)
NAME OF PRESENTER

You have to
sacrifice
something
for a better
and
reasonable
negotiation

5I

Your coowners
should also
judge his
situation
then
NAME
OF PRESENTER
prioritize

How to Negotiate as the case

dictates?

Leveraging Power from your BATNA

What is BATNA

Leveraging the source of Power

Leveraging Power through Tactics
Leverage Power through Persuasion
Tools for Persuasive Communication
Persuasion through Process

6I

NAME OF PRESENTER

7I

NAME OF PRESENTER

Q.1.Assuming that your BATNA is

letting a court sell the property, can it
help you reach an agreement? Why or
why not?

What are the

predominating
conditions in
selecting
BATNA?

Can these
conditions be
filled up in that
case?

What decisions
can be taken
regarding the
answer of above
questions?

What are the predominating

conditions in selecting
BATNA?
BATNA should optimize the
advantages by overcoming
disadvantages
BATNA should increase power in
bargaining than the opponent party.

Can these conditions be filled

up?
-in terms of increasing advantages

BATNA will give

advantages of Using property in your
own way
Changing property
Selling property at
your desired price
Making opponent
party to accept your
terms and conditions.

BATNA of letting a court to

sell
the property wont give
the advantages of Using property in your
own way
Bringing changes in
property
Selling property
Making opponent party
to accept your terms
and conditions.

Can these conditions be filled

up?
-in terms of leveraging power

Three ways of leveraging power areBelieving you have Being

strongincapable of optimizing
BATNAcan it be a
advantages,
strong one?

N
O

Is it possible to
convince
Convincing others of the
co owner
strength of your BATNA
of the strength of your BATNA

NO

Is it possible to bring changes

Changes in BATNA during
negotiations in BATNA?

N
O

What decisions can be taken

regarding the answers?

Failed to
optimize
advantag
es

Failed to
leverage
power
Can not
help to
reach
any
agreeme
nt

13 I

NAME OF PRESENTER

What are your power

sources and your co
owners power sources in
this negotiation? How can
you strengthen you power
position?
14 I

NAME OF PRESENTER

15 I

NAME OF PRESENTER

My power sources
The summer home as a
controlling resource that leads
me to reward power.
Authority vested in me by my
parents leaving me as a co
owner of the summer home that
leads me to legitimate power.
16 I

NAME OF PRESENTER

My co-owners power
sources
Considerable power through the control of
information regarding the summer home expert power.
Control over summer home - reward power.
In position to take decision regarding the
property Legitimate power.
Power to force the sale of the land
Coercive power.

17 I

NAME OF PRESENTER

Strengthening my power position

Not going for an all or nothing deal
Make his position seem weak
Ensure him to get him some better
deals
Good information is always a source
of power
Constrain myself
Manage the process according to
the situation occurs.
18 I

NAME OF PRESENTER

Logical and
Emotional
Arguments
PRESENTED BY

TAWFEEQ HASAN
(ROLL 257)

Negotiation and argument

Arguing achieves a
predictable outcome:
it solidifies each
persons stance.
Which, of course, is
the exact opposite of
what youre trying to
achieve with the
argument in the first
place. It also wastes
time and deteriorates
relationships.

Case : Unhappy Co-owners

Creating Persuasive
arguments
Logos
Logos is a Greek term meaning
'word' and refers to using logic and
reasoning as your appeal.

Pathos
Pathos is a Greek word meaning
'suffering' or 'experience,' and it
appeals to the reader's emotions,
utilizing story, sensory-based
details and vivid language.

Ethos
Ethos is a Greek word meaning
"character" that is used to describe
the guiding beliefs or ideals that
characterize a community, nation,
or ideology.

Case : Unhappy Co-owners

LOGIC

EMOTIONS

CHARACTER

Logic bases
Logos

Pathos

Ethos

The credible arguments

Supporting evidence on

Focuses on the person

experience

who is making the

which our arguments are

Focuses emotions

argument the persons

built

Negative emotions :

reputation for truthfulness

The parties try to identify

their real desires

Pathos brings human

Leave personalities out

of the investigation

Positive emotions:

Intervention by third party

Fairness, pride, rigidity

Power to dictate

Related to ego

A connection cannot be
established by facts alone

Case : Unhappy Co-owners

and fair dealing

anger, frustrations etc.

Giving the logics

Logos
The cost association with the
improvement plan may not be
profitable
Sale of the land will be a loss
Long-term planning
Value of personal entertainment
Buying the co-owner out
Neutral argument from third party

Ethos
1. Equitable solution by third party
arbitrator
2. Arbitrator may dictate the solution

Case : Unhappy Co-owners

Pathos
Expressing frankly
Long term emotional attachment
Firm stance on not giving up
attitude
Sense of cooperation
Emphasis on building a
relationship

24 I

NAME OF PRESENTER

Question 5.4: What nonverbal communication

techniques might you use to persuade your co-owner
that your proposal is a win-win proposition?

Non-verbal Communication:
Nonverbal communication is the process of communication
through sending and receiving wordless (mostly visual)
cues between people.

Plus Presentation Template

Types of Non-verbal
Communication
Body Movements (Kinesics)

Posture

Eye Contact

Plus Presentation Template

Para-Language

Closeness or Personal Space

Facial Expressions

techniques in pursuing a win-win proposal:

Plus Presentation Template

Honesty

Willingness to listen the

opposite party

Common Nonverbal
behaviors that express
honesty
Direct speech

Open Behaviors

0
2

0
3

Pointing

Plus Presentation Template

0
1

0
4
0
5

Smiling

Open gestures

Common Nonverbal
behaviors that express
Willingness to listen
Leaning Forward in seat

Maintaining great eye

contact

Plus Presentation Template

0
3

0
1

0
2
0
4

Keeping arms and palm

open

Nodding

29

30 I

NAME OF PRESENTER

Using of Threats
Threats are one of the most abused
tactics
in
negotiation.
Highly
competitive behavior has become a
norm for some managers and
lawyers concerned about control. If
a threat is successful, it only takes a
couple of words to induce the target
to do what the threatened wants.
31 I

NAME OF PRESENTER

Tactics to follow
Change the circumstances so that
the cost of not following through
on the threat is significant, and is
recognized as significant by the
other party.
Visibly and irreversibly restrict
options.
Expend resources to create
fallback positions and make sure
the opponent knows it.
32 I

NAME OF PRESENTER

Continued
Delegate the authority to carry
out the threat so it is just a
matter of execution at the
appropriate time.
Develop a reputation for
following through on threats.
Give a convincing preview of the
future.
33 I

NAME OF PRESENTER

THANK YOU

34 I

NAME OF PRESENTER