Chapter 1 Claiming Value in Negotiation 5-Step pre-negotiation framework: 1. Assess your BATNA 2. Calculate your reservation value 3. Assess the other party’s BATNA 4. Calculate other party’s reservation value 5. Evaluate the ZOPA Responding to their initial offer (Strategies): 1. Ignore the Anchor 2. Separate information from influence 3. Avoid dwelling on their anchor 4. Make an anchored counter offer‚ then propose moderation 5. Give them time to moderate
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NEGOTIATION PLANNING FORM Negotiation Simulation: Alpha-Beta Team: B ABOUT YOUR TEAM 1. What is your overall goal? Our topmost need is to attain greater scale economies in production by significantly boosting overseas sales of robots. We especially want to develop a presence in the currecnt small but rapidly growing Alphan market. We choose this goal since it is SMART. We focus on a specific goal that developing a presence Alphan market. If we can get stable sales channels and attain a
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shares on margin 12 months ago at a cost per share of $35. The initial margin requirement on this stock is 60 percent and the maintenance margin is 30 percent. Robin also needs to pay loan rate of 3.0 percent. What is her total dollar return on this investment? 800 Shares $29440 Assets $35 cost per share $28000 x .6 = $16800 $28000 - $16800 = $11200 3% of $11200 = 336 $29440 -11536 = $17904 $17904 - $16800 = $1104 5. Rudolfo purchased 900 shares of stock for $62.20 a share six months
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MATH OF INVESTMENT (FORMULAS AND SAMPLE PROBLEMS) SIMPLE INTEREST: a) I= Prt b) F= P+ I c) I= F- P d) F= P (1 + rt) e) P= F / 1+ rt f) R= I / Pt g) P= I / rt h) t= I / Pr i) EXACT INTEREST: j) k) Ie= Pr approximate time Ie= Pr exact time l) 365 days 360 days m) n) ORDINARY INTEREST o) p) Io= Pr exact time Io= Pr approximate time q)
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discussed in the negotiation. a. An analysis of all the possible issues that need to be decided. b. Previous experience in similar negotiations. c. Research conducted to gather information. d. Consultation with experts in that industry (real estate agents‚ mortgage lenders‚ attorneys‚ accountants‚ or friends who have bought a house recently)‚ 2. Assembling the issues and Defining the bargaining mix. The combination of lists from each side in the negotiation determines the bargaining
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Executive Summary This report intends to highlight the current issues StarHub faces and its impact on their earnings and share valuations. Telco industry in Singapore only has three players – StarHub‚ SingTel and M1‚ thus‚ we would also look at SingTel and M1 to aid in our analysis. In our report‚ we first use the SWOT analysis and Michael Porter’s five forces to address StarHub current issues as the issues identified would affect StarHub future earnings. The majority of the threats that StarHub
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relative strength can be measured by whether people walk away thinking they would be pleased to negotiate again with him/her. If people leave a negotiation with you thinking they never want to see you again‚ then you are a poor negotiator. A negotiator needs to understand that different issues should be treated as having different priorities in different negotiations. Sometimes the relationship is most important; other times creativity is the measure of how well one negotiates; and it is always true that
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Reflection Paper - Texoil For the Texoil negotiation‚ I was in the role of the Service Station Owner. As such‚ my main objective was to sell the station and get the best possible agreement. My BATNA was $400‚000‚ which represented an offer from British Petroleum and my resistance point was $413‚000 after tax‚ which represented the cost of my trip. My target was $488‚000‚ which included an additional $75‚000 to help tie me over until I found a job upon my return. This resistance point represents
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Reflection Report 1: In all my negotiations so far‚ I always focused on how I should be achieving my target and in that process I completely missed what the other party is trying to do or what their actual goal might be. It is so true in the Job search negotiation during which I just focused on scoring more than 35 points and prepared my arguments accordingly. When we started the negotiation‚ my partner took the lead and decided which issue needs to be negotiated first. He started with location
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Negotiation Strategy and Analysis Article MGT 445 Negotiation Strategy and Analysis Article For the purpose of this analysis two separate negotiations will be discussed. Time Warner Cable v CBS Television and Century Link v CWA. This analysis will compare and contrast both negotiations for similarities and differences. Time Warner Cable v CBS Television Time Warner Cable must have an agreement with CBS Television in place in order to air the programs they offer. If an agreement
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