Practical Business Negotiation: Educator Notes
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Chapter 3What if both sides know about anchoring and try to anchor early? The anchor and counter-anchor may equalize each other with the same rough result, as if no anchor had been set at all. Therefore there is no reason not to anchor, even if you and the other parties are familiar with anchoring. Case: Help! We can’t stop!
Do you agree? (Fujimori) Yes – the ability to scrap a deal means that the alternatives (BATNAs) are very strong. Chinalco exercise Various solutions are possible, especially those emphasizing communication skills, research into interests and proposals that bring interests together. Win-Win negotiating is also not perfect. Why not? This approach may fail to create new opportunities based on the abilities of the negotiating parties. Win-Win often remains limited to just the opportunities available at the start. If Win-Win is not perfect, is Win-Win + new value creation a better way? Is it perfect? Win-Win + new value creation is potentially better because it creates new opportunities. Chapter 4The best order Various answers possible depending on the preferences of the student. 3D negotiation
Explain why it is a good idea to strengthen your BATNA even if it takes more time than the planned length of your negotiation. If the current negotiation fails, you will have already made progress on your alternative negotiation. If the negotiations take longer than planned, you may be able to improve your BATNA and therefore your results. Why should you try (or not try) to weaken the BATNA of the other sides? Making the BATNA of the other parties weaker will improve your position and your ability to improve your results. This is a competitive approach, so it is not necessary, or even unwise, if the relationship is strong. How might you be able to weaken the BATNA of another negotiation partner? Various answers are possible: improve your business efficiency, find alternative resources, find alternative partners, etc. The right hotel, the right deal Use this simple table for your HIT list Table HIT list example
Please choose some interests that could be included in your notes. All of these are valid choices. Write down some sources and what you expect to find in them This list could be very long. Some examples: Annual reports – data on financial health, product success, HR policies, CSR, etc. Analyst reports – data on financial health, product success, HR policies, CSR, etc. Business magazine articles – personalities, strategies, company values, etc. Specialist technical magazines – reviews and details about products and strategies Blogs – comments and conjecture about business plans, individuals, company values, etc. Academic journals – case studies, special approaches, etc. Linked In – leading personalities in a company Customer review websites – strengths and weaknesses of products Consider the following elements of negotiation. Write a number before each one to indicate what should come first, second, third, and so on.
Various reasons for selecting first, second and third are appropriate based on personality and culture of the individual or the situation. Generally, rules and agenda should be clarified after the initial introductions and relationship building in order to avoid unintended false steps, insults and bruised egos. Download 354.48 Kb. Share with your friends:
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