Transcript PowerPoint Template

YES, BUT………, BATNA
INTEGRATIVE BARGAINING, CULTURE
CLASHES
PRESENTERS:
112SIS12: KITOSI, LINA CAROLINE
112SIS14: MASAWE, JULIANA GEOFREY
112SIS15: MHLANGA, EDAH TAFADZLOA
30 MARCH 2011
By: Fisher, Ury & Patton
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OUTLINE…..

Approaches
 Principled negotiation
 Negotiation Jujitsu
 One text procedure
 Getting them to play
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WHAT IF THEY ARE MORE POWERFUL?
Develop Your BATNA
(Best Alternative To a Negotiated Agreement)
Objectives for any method of negotiation
Protect yourself
Making the most of
your assets
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1. PROTECT YOURSELF
(a) Establish a bottom line : –
A position that is not to be changed
Easier to resist
pressure &
temptation
High costs/reduce
incentive
Inhibits
imagination
Limits the
authority of the a
third part
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(b) Know Your BATNA
Best Alternative to a Negotiated Agreement
Is the standard against which
any proposed agreement
should be measured
It is a protection
mechanism
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What if unknown BATNA?
Failure to foresee the end result of your agreement
HOW?
Optimistic
Fixed alternatives
Too committed
Hesitation of exploring solutions
Suggestion: Always have alternative answer to the question if you
want to negotiate wisely
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(c) Formulate a trip wire
A break to reexamine the situation
Advantages: Limit the authority of an agent
Provide margin in reserve
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2. MAKING THE MOST OF YOUR ASSETS
(a) The Better the BATNA, the greater your power
Example:
TOURIST
VENDOR
STATUS
Rich
Poor
POSITION
Uncertain of the market
Certain of the market
ALTERNATIVES
• To miss
• Buy at high Price
• Can sell to this tourist or to another tourist
• Can decide on price and when to sell
RESULT
Negotiating power weakened by his
wealth
Negotiating Power strengthen by his BATNA.
(b) Develop Your BATNA
Generating possible BATNA requires 3 operations
1. Invent a list of actions
2. Improve Ideas to practical alternatives
3. Select the best alternative
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3. CONSIDER THE OTHER SIDE’S BATNA
Why?
Helps you learn the other part’s alternatives
Makes you better prepared
Estimate expectations
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4. WHEN THE OTHER SIDE IS MORE
POWERFUL………..
Good
BATNA
MERIT
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WHAT IF THEY WON’T PLAY?
(Use Negotiation Jujitsu)
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APPROACHES OF JUJITSU
What you can do
What they may do
What a third part
can do
Concentrate on the
merit
Negotiation jujitsu
One-text mediation
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Vicious circle of attack and defense.
attack
criticize
defend
Positional
reject
Counter
attack
Break the vicious circle by refusing to react.
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How does “Negotiation Jujitsu work
in practice
Forcing their
position
• Don’t attack
their position
Ask question
and pause
Attacking
your ideas
• Don’t
defend your
ideas, invite
criticism &
advice
Attacking
you
• Don’t
counterattack
Use questions
Be silent
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ONE TEXT PROCEDURE.
A third part or moderator
• Separate the People from the problem.
•Direct the discussion to the interests and options
•Suggest the ways to solve the problem
•Separate the discovery from decision making.
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GETTING THEM TO PLAY
“ Please correct me
if I’m wrong”
The essence of a
principled
negotiation
Making yourself
open to correction
“we appreciate what
you have done for
us “
Separating people
from the problem
Make appreciation
“Our concern is
fairness”
Stand on
principles
persuasion
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GETTING THEM TO PLAY
“we would like to
settle this on the basis
of Independent
standards not of who
can do what to whom
“Trust is a separate
issue”
“Could I ask you a few
question to see whether
my facts are right?”.
Control the temper
and bring the
negotiation back to
the merit
Use Negotiation
Jujitsu
Stick to principle
without blaming
Manipulation
Statement of facts
can be threatening,
ask question instead
Listen to
information and
reduce threat.
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GETTING THEM TO PLAY
“what is the
principle behind
your action
Neither accept nor
reject
“let me see if I
understand what
you are saying”
Good
communication,
“Let me get back to
you”
Don’t make
important decision
on the spot
“Let me show you
where I have trouble
following some of
your reasoning
Present all your
reasons first before
offering a proposal
Focus on the
merit
Brings a
cooperative game
Time and distance
will help to separate
people from the
problem
Use them as
persuasive
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GETTING THEM TO PLAY
“ One fair solution
might be….”
“If we agree…if we
disagree
“ We would be happy to
see if we can leave
when it’s most
convenient for you”
“ It’s been a
pleasure dealing
with you”
Present a proposal
as a joint
consideration
Reduce rejection
Communicate the
alternative
Depend on the
BATNA
Sharing the interest
Fair solution
End the negotiation
in reconciliation
Maintain future
relationship
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