Know your batna
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This document discusses the concept of a Best Alternative To a Negotiated Agreement (BATNA) and its importance in negotiations. It defines a BATNA as the best option if an agreement cannot be reached through negotiation. It explains that having a strong BATNA gives a negotiator more power. The document provides tips for negotiators such as identifying your BATNA based on your situation, improving your BATNA, considering the other side's BATNA, knowing the zone of possible agreement, and using stretch goals and anchoring techniques to get the best possible deal.
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This document discusses key concepts in negotiations including:
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2) Common negotiation problems include leaving money on the table, settling for too little, walking away, and agreeing to worse terms than your current situation.
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FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission Simplifying Students Life
Our Belief The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.
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- Creating value through trades.
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We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission Simplifying Students Life
Our Belief The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.
Like Us - https://www.facebook.com/FellowBuddycomBATNA
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Meaning:
The best alternative to a negotiated agreement (BATNA) is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached. A party's BATNA refers to what a party can fall back on if a negotiation proves unsuccessful. It exists when negotiations are not agreeable to the parties involved.
BATNA means Best Alternative to a Negotiated Agreement. This is your alternate plan when the talks start to wobble out of control. It can also be your trump card to make the deal happen to your advantage. Having your BATNA prepared can also enable you to walk away from the deal altogether.
Wherever (commercial) deals are made, negotiation takes place as well. Its not always easy for both parties to come out feeling like the winner. In order to get to an actual win-win situation, its a good idea to work towards a BATNA.
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Negotiation skills
悋惘愆悸 悋惠 惆惠 悋悋惘惡惺悋悄 9 悋惡惘 2014 惆悋惘 悋忰悸 惡悋悋惘悸
惺悋悋惠 愆惘惺 悋惺惆悋惆 愀惡惡 忰 悋悴忰 惡悋惠惺悋 惺 惺惠惆 惡悋惠忰悋惆 悋悋愀惡悋悄 悋惺惘惡
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The document discusses negotiation skills and provides information on:
1) The definition and origins of the word "negotiation" from Latin meanings related to business.
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3) Negotiation is used in many contexts from family, personal, academic, and business situations. Building Negotiations Skills
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Negotiation is a dialog between interdependent parties to solve problems or reach agreements. There are two main styles: distributive negotiation, where parties adopt extreme positions in a win-lose scenario; and integrative negotiation, which focuses on interests to expand outcomes and reach win-win agreements through trust and relationships. Effective negotiation involves understanding positions and interests, strategic approaches like compromise vs. cooperation, and progressing through preparation, agenda-setting, proposal, bargaining, and finalization phases while avoiding errors like anchoring bias or escalation of commitment.Negotiation skills
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油
This document discusses negotiation frameworks and strategies that can be applied to business-to-business sales negotiations. It outlines different negotiation styles like accommodating, collaborative, avoiding, and competitive based on the relationship and outcome priorities. It also summarizes the Getting to Yes negotiation framework of separating people from problems, focusing on interests not positions, inventing options for mutual gain, and using objective criteria. The document provides tips for applying these frameworks and strategies to qualification, pricing/discounting, and closing stages of B2B sales negotiations.The art and skill of negotiation
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油
The document discusses negotiation skills and concepts. It begins by defining negotiation as a process of searching for terms to obtain what you want from someone who wants something from you. It then discusses several key concepts in negotiation including:
- Having a BATNA (Best Alternative to a Negotiated Agreement)
- Establishing a reservation price
- Identifying a ZOPA (Zone of Possible Agreement)
- Creating value through trades.
It emphasizes the importance of separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective criteria in negotiations. Several negotiation styles and tactics are also outlined.The Negotiation Process Four Stages {Lecture Notes}
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We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission Simplifying Students Life
Our Belief The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.
Like Us - https://www.facebook.com/FellowBuddycomBATNA
BATNAANAMIKAPV
油
Meaning:
The best alternative to a negotiated agreement (BATNA) is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached. A party's BATNA refers to what a party can fall back on if a negotiation proves unsuccessful. It exists when negotiations are not agreeable to the parties involved.
BATNA means Best Alternative to a Negotiated Agreement. This is your alternate plan when the talks start to wobble out of control. It can also be your trump card to make the deal happen to your advantage. Having your BATNA prepared can also enable you to walk away from the deal altogether.
Wherever (commercial) deals are made, negotiation takes place as well. Its not always easy for both parties to come out feeling like the winner. In order to get to an actual win-win situation, its a good idea to work towards a BATNA.
Negotiation skills
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油
The document discusses various aspects of negotiation including:
1) It describes negotiation as a give-and-take decision making process between two or more parties with different preferences that aims to reach an agreement.
2) Several negotiation skills, concepts, types, processes, tactics and behaviors are outlined such as preparation, exploration, creating movement, and closing. Integrative bargaining that seeks joint gains is emphasized.
3) Key concepts like BATNA, ZOPA and various negotiation tactics like highballing, lowballing, bluffing are defined to understand different approaches in negotiation.Negotiation
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油
The document provides an overview of key concepts related to negotiation including:
- Common negotiation tactics like acting crazy, using a prestigious ally, limited authority, and divide and conquer strategies.
- Four phases of negotiation: plan, debate, propose, and bargain.
- Styles of negotiation including accommodating, collaborating, avoiding, competing, and compromising.
- Principles of principled negotiation including separating people from problems, focusing on interests not positions, inventing options for mutual gain, and using objective criteria.Negotiation PowerPoint PPT Content Modern Sample
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Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program youll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.Risk and negotiation
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The document provides information on negotiating and the skills needed to be a successful negotiator. It discusses preparing for negotiations, including understanding your interests, alternatives, and aspiration points. It also covers the different stages of negotiation - information exchange, bargaining, and closing. The document outlines different negotiation styles and behaviors, including hard and soft approaches. It emphasizes the importance of separating the people from the problem, avoiding confrontation, and taking an unconditionally constructive approach to negotiations. Overall, the document stresses the value of preparation, understanding both sides, effective communication and problem solving to achieve mutually beneficial outcomes in negotiations.Viewers also liked (19)
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The document summarizes programs offered by the Program on Negotiation at Harvard Law School for senior executives. The programs are aimed at teaching negotiation skills and strategies for resolving disputes to get mutually agreeable outcomes. They will take place on various dates in September, October and December 2009 and will be led by esteemed faculty from Harvard, MIT and Tufts who are experts in negotiation. Participants will learn techniques for building trust, understanding interests, avoiding litigation, and dealing with difficult people and situations.Analisa Kasus Menggunakan Konsep Negosiasi (BATNA, ZOPA, Reservation Price)
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Dokumen tersebut membahas konsep negosiasi BATNA, ZOPA, dan reservation price dalam kasus negosiasi penurunan harga susu antara Industri Pengolahan Susu dan Gabungan Koperasi Susu Indonesia. BATNA masing-masing pihak adalah penurunan harga Rp300/liter bagi IPS dan tidak lebih dari Rp300/liter bagi GKSI. Reservation price IPS adalah di atas Rp50/liter sedangkan GKSI di bawah Rp300/liter. ZOPA negos
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Realizada por Alumnos de LCI 7mo Semestre CESUES
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Luis Adrian FloresThe Harvard Negotiation Method
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The document discusses the key elements of negotiation based on the Harvard Method. It outlines 7 elements of negotiation: 1) BATNA, 2) Interests vs Positions, 3) Options, 4) Rules of Legitimacy, 5) Relationship, 6) Communication, and 7) Commitment. The method teaches negotiators to separate interests from positions, focus on interests to create value and reach agreements, and use the 7 elements as a framework for developing an effective negotiation strategy.The Art of Negotiating
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The document provides an overview of negotiation skills and strategies. It discusses preparing for negotiation by understanding interests, alternatives, and BATNA. During negotiation, anchoring, concessionary moves, and listening skills are important. Integrative negotiation aims for mutual gain while distributive negotiation is competitive. Preparation, interaction, and reaching agreement are the key stages of negotiation.Negotiation Skills and Conflict Handling
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An essential learning for all managers and entrepreneurs and other professionals needing to negotiate on a daily basis. These slides will provide a direction as to the ways of negotiation and resolving conflicts.Negotiation
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Negotiation is a process where parties try to reach an agreement or compromise on issues in dispute. It involves exchanging offers and counteroffers to find mutually acceptable solutions. Effective negotiation requires preparation, understanding both sides' objectives and priorities, developing alternative options, and using strategies like focusing on interests rather than positions to achieve win-win outcomes when possible. Key roles for negotiators include maintaining team unity, understanding the issues, preparing necessary information, seeking compromise, and knowing when to conclude the negotiation. Personality traits alone do not determine outcomes, but both gender and power can influence negotiating style and perceived success.Mastering negotiation skills pdf
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What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
Barriers to communication
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The document discusses various barriers to effective communication at different levels - physical, semantic, socio-psychological, organizational, and cross-cultural. It provides examples of different types of barriers such as noise, language differences, attitudes, organizational structure. Some ways to overcome barriers mentioned are using simple language, active listening, understanding different cultural perspectives, and creating an open and trusting environment.NEGOTIATION POWERPOINT
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Negotiation PowerPoint 際際滷s include topics such as: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and much more. Recently uploaded (20)
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Know your batna
- 1. KNOW YOUR BATNA Presentation by Mayur Dvivedi
- 3. The BATNA concept BATNA in life Strategic plan and tips to use the BATNA
- 4. The Need for Negotiations Situation, Parties, Issues Interests, Payoffs & Goals Bargaining Mix, Bids & Tactics Limits & Alternatives
- 5. Best Alternative To Negotiated Agreement
- 6. The Negotiation Bargaining Zone Buyers Reservation Price (BR) (e.g., $25M)Buyers Target Price Sellers Reservation Price (SR) (e.g., $17M) Sellers Target The bargaining zone is the space between the buyers reservation price (BR) and the sellers reservation price (SR) that is, the zone of possible agreement. If BR > SR, then a Positive Bargaining Zone exists. The zone of agreement is from SR to BR (e.g., $8M). ZOPA
- 7. A Negative Bargaining Zone Sellers Reservation Price (SR) (e.g., $25M) Buyers Reservation Price (BR) (e.g., $17M) If BR < SR, then there is no zone of possible agreement.
- 8. Your TP Dealers RP Your RP Dealers TP 150000 180000 200000 220000 Bargaining Zone 190000=probable compromise
- 9. L&T Offer? L&T salary offer 18 L Present job salary 16 L
- 10. The range of negotiated outcomes that are acceptable to all parties Your RP 17 L Your TP 22 L L&T TP 18 L L&T RP 24 L Your Bargaining Range L&T Bargaining Range Your Stretch Goal 28 L
- 11. L&T TP 18 L Your RP 22 L L&T RP 20 L Your TP 24 L L&T Bargaining Range Your Bargaining Range
- 13. Based on situation, identify BATNA clearly Better BATNA=more negotiation power Improve your BATNA Consider other sides BATNA Know the deals ZOPA Let other side perceive you have strong BATNA Consider disclosing own BATNA, if strong Use Stretch Goals Make 1st offer to Anchor above your target Else re-anchor Prepare objective arguments
- 16. KNOW THE SITUATION KNOW YOUR BATNA KEY FOR SUCCESS PREPARATION