Your interests: Their interests: Short Term: Short Term: • Safety of our family • Finish project quickly with low cost ○ Construction site • Maintain good relationship with zoning cometee ○ Speeding trucks • Be able to sell the property at high value • Parking problems • Avoid liability • A lot of dirt (pool) Long Term: • Damage to property (foundations) • Maintain good reputations
Premium Term Economics Time
Genius – Deepak Malhotra & Max H. Bazerman Chap 1 = Claiming Value in Negotiation Strategies for “Claiming Value” 1) Assess your BATNA a. Identify all plausible alternatives b. Estimate the value of each alternative c. Select the best alternative; this is your BATNA 2) Calculate your RP 3) Assess the other party’s BATNA 4) Calculate the other party’s reservation value 5) Evaluate the ZOPA Common Negotiator Mistakes [pg. 27] * Making 1st offer
Premium Negotiation Best alternative to a negotiated agreement Dispute resolution
This case simulation focuses on the response of two North American firms -- Vitro and Corning -- to the challenges presented by economic integration and globalization. Some of the information and observations are draw from the author’s personal experiences. The case is not intended to support a particular approach to management‚ nor is there a correct solution to the case analysis. Key issues include international strategic alliances and joint ventures‚ corporate response to trade liberalization
Premium Negotiation Best alternative to a negotiated agreement
Google and the Government of China: A case study in Cross-Cultural Negotiations Develop a negotiations planning document using the Kellogg format in Exhibit 11 Issue Google Chinese government Purpose of negotiation Priority: 1 Position: focuses on profit and brand management Priority: 2 Position: technological‚ economic gaining Interests: A population of 1.3 billion along with a growing economy makes Chinese market extremely important for Google to enter Interests: It wants Google
Premium People's Republic of China China Han Chinese
Negotiation Point "Effective negotiation is not about conflict. It is not about deviance or dishonesty. It is not about posturing‚ or bullying‚ or threatening. Effective negotiation is about exhaustive preparation‚ utter clarity‚ heartfelt communication‚ and a sincere‚ demonstrated desire to fully understand not just your own needs‚ but the needs of the other party." Leigh Stienberg: Winning with Integrity. Reason Does every thing in life revolve around negotiating? Your relationship
Premium Negotiation Best alternative to a negotiated agreement Getting to YES
get the car at $4‚500‚ the low end of blue book value. $4‚500 could be the net price‚ which means if seller can offer something else‚ such as maintenance service‚ parts or accessories to offset some part of the cost‚ I can accept higher price. My BATNA is to deal with other seller for similar used car. Eventually‚ I couldn’t make any deal with seller during the negotiation because he wanted to sell at $5‚000 and his extra accessory offer is not worth $500. And I found out that this car’s timing belt
Premium American films Contract Sales
How did you prepare for this negotiation? Why did you prepare in this manner? A. Identify the issues that you thought were the most important issues to be negotiated‚ and briefly explain why you thought they were the most important. In preparation for this negotiation‚ I studied the case diligently. I wrote down‚ what I felt were the key issues for Joe Tech. I also made a list of pros and cons associated with each issue. I prepared in this manner because it gave me the opportunity to effectively
Premium Management Negotiation Contract
This case handles the issue head on with a transaction between the official chief of an American zoo and China‚ the main nation on the planet that has monster pandas. There is a great deal of detail and key contemplations to consider amid this transaction. The foundation behind the transaction is that Douglas Myer who is the official executives of the Zoological Society of San Diego could get two pandas from China for more than 200 days. These pandas conveyed a considerable measure of additional
Premium China People's Republic of China United States
& Jones Reality buyer representative 2 Ethics and Agency Issues “Bullard Houses” 3 Agreements on board 4 seller buyer BATNA rp interests 5 Instructor version Going through agreements on board 6 Instructor version Bargaining Zone 7 Instructor version Debrief 8 Instructor version Debrief 9 Is it ethical..... ... to hide your Rp? Your BATNA? (traditional competitive bargaining) …to make an opening demand that is far greater than you hope to settle? (traditional competitive
Premium Ethics
optimal conclusion. 2. What positions did each party take during negotiations? 3. What were the underlying interests of each party? 4. Discuss the strengths and weaknesses of the ball field owners’ BATNA(s) 5. Discuss the pro’s and con’s of the baseball team owner’s BATNA(s). 6. What were the ball field owners’ asking-target-reservation price? 7. What was the baseball team owner’s asking-target-reservation price? 8. What sorts of tactics/techniques did each party
Premium Negotiation Collective bargaining Contract