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Games people play: negotiations
Содержание
- 1. Games people play: negotiations
- 2. WHAT IS NEGOTIATION? D1D2DISCUSSIOND4DnD3D5SOLUTION
- 3. GAME THEORY● Game simulates real life● Includes 5 elements:Players = decision makersStrategies availableRulesOutcomesPayoffs
- 4. AN EXAMPLE OF GAME THEORY: THE PRISONER'S DILEMMA
- 5. TYPES OF NEGOTIATIONSDISTRIBUTIVE Involve win-lose, fixed-amount
- 6. FOUR KEY CONCEPTS BATNAReservation PriceZOPAValue Creation
- 7. KNOW YOUR BATNA!Best Alternative to a Negotiated
- 8. RESERVATION PRICE The least favorable point at
- 9. ZOPAZone of Possible Agreement (ZOPA).The difference between
- 10. QUESTION:What will happen if we change points
- 11. VALUE CREATIONCreate value = enlarge the pieBasic principles:Seek out shared interestsPropose mutually beneficial tradesSecure insecure contracts
- 12. PLANNING THE NEGOTIATIONS: PRE-NEGOTIATINGObjectivesWhat is involved? (+extremes)Goals of oppositionNOT the costs => what is VALUABLE
- 13. PLANNING THE NEGOTIATIONS: NEGOTIATINGconfidence and powerkeep the
- 14. COMING TO AN AGREEMENTWrite down the termsDiscourage the other side from seeking further concessionsBe happy =)
- 15. THANKYOUFORYOURATTENTION!
- 16. Скачать презентанцию
WHAT IS NEGOTIATION? D1D2DISCUSSIOND4DnD3D5SOLUTION
Слайды и текст этой презентации
Слайд 5TYPES OF NEGOTIATIONS
DISTRIBUTIVE
Involve win-lose, fixed-amount situations wherein one
party’s gain is another party’s loss
INTEGRATIVE
Involve joint problem
solving to achieve results benefiting both parties which can lead to win-win or lose-lose outcome
Слайд 7KNOW YOUR BATNA!
Best Alternative to a Negotiated Agreement (BATNA)
Typical example:
negotiate or go to court
Improving your situation
Improve your BATNA
Identify the
other side’s BATNAWeaken the other party’s BATNA
Слайд 8RESERVATION PRICE
The least favorable point at which one will accept
a deal
The “walk-away”
Example: you are looking for larger office space.
You set your BATNA at $20/SF and your Reservation Price at 30$/SF
Слайд 9ZOPA
Zone of Possible Agreement (ZOPA).
The difference between the Seller’s Reservation
Price and the Buyer’s Reservation Price
ZOPA
250$
275$
Seller’s
Reservation Price
Buyer’s
Reservation Price
Слайд 10QUESTION:
What will happen if we change points of buyer’s and
seller’s reservation price?
ZOPA
250$
275$
Seller’s
Reservation Price
Buyer’s
Reservation Price
Слайд 11VALUE CREATION
Create value = enlarge the pie
Basic principles:
Seek out shared
interests
Propose mutually beneficial trades
Secure insecure contracts
Слайд 12PLANNING THE NEGOTIATIONS:
PRE-NEGOTIATING
Objectives
What is involved? (+extremes)
Goals of opposition
NOT the costs
=> what is VALUABLE
Слайд 13PLANNING THE NEGOTIATIONS:
NEGOTIATING
confidence and power
keep the negotiation in your control
aim
as high as you feel necessary
remain flexible
know your
business
Слайд 14COMING TO AN AGREEMENT
Write down the terms
Discourage the other side
from seeking further concessions
Be happy =)
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