4.6 Explain How To Plan And Conduct Negotiations Flashcards
What does BATNA give a negotiator and what does it increase ?
BATNA gives a negotiator leverage and increase their bargaining power
How does BATNA increase negotiators bargaining powers , what can this lead to and what can it prevent ?
By giving them a strong alternative to a a negotiated agreement which can lead to more favourable outcomes and prevent a negotiator from accepting an agreement that is not in their best interest
Using BATNA what is it good to understand
Is is good to understand what the other parties fall pack position might be
What does understanding each other BATNA do for negotiators ?
By understanding each others BATNA negotiators can identify areas of mutual benefit
What does negotiators understanding each others BATNA increase and what else can be identified ?
The likelihood of a win win outcome
By understanding each other BATNA the ZOPA can be identified
Who does a strong BATNA empower and how and what does that do ?
A strong BATNA empowers a negotiator to negotiate from a position of strengths , maximising the outcomes within ZOPA.
What happens ZOPA ?
Both parties will need to identify the zone of potential agreement
What is ZOPA ?
ZOPA is the range of best outcomes that would be acceptable to both parties in a negotiation
What does ZOPA Facilitate and what does it reduce ?
ZOPA facilitates a successful negotiation and reduces the likelihood of impasse or dead lock
It is important to identify the ZOPA and find ?
A solution that falls within this range
How can the ZOPA be identified ?
This can be achieved by identifying common interests and areas of overlap
What does finding areas of common interest and overlap do for both parties ?
Both parties can work towards finding a solution that is mutually acceptable increasing chances of a win - win outcome
What does ZOPA promote ?
Cooperation and mutual satisfaction in negotiation
What does win-win seek to do ?
Win - win seeks to find a solution that benefits both parties
How would you get a win -win solution that benefits both parties ?
This would be through a collaborative approach and finding a creative solution to meet the needs to both parties
What does taking a collaborative approach View the situation through and why is it critical
Taking a collaborative approach views the situation through a win-win lens and it critical to achieving a win -win out come
Why would both parties need to come together ?
Both parties will need to come together to identify common interest and find a solution that meets everyone’s needs
What can both parties do by collaborating and what does this lead to ?
By collaborating both parties can build trust and create a sense of partnership , leading to successful outcomes and sustainable agreements
Win - win seeks to find a ________ that ___________ both parties. This would be through _______________ and finding a ___________ that meets the needs of _____________.
Solution
Benefits
Collaborative approach
Creative solutions
Both parties
Taking a ____________________ always views the ________ through a ____________________ and is __________ to _____________ a _________________.
Collaborative approach
The situation through a win - win lens
Critical
Achieve a win-win outcome
Both parties would need to ____________ to ________ to _______ _______ interest and __________ that ________________. By collaborating ____________ can build _________ and a sense of ___________ leading to ________________ and ___________
Come together to identify common interest and find a solution that meets everyone’s needs
Both parties can build trust and a sense of partnership leading to successful outcomes and sustainable agreements
Both parties would need to identify the __________________which is the _______ of _________ that is _______ to __________ to both parties
Zone of potential agreement
Best possible outcome that is acceptable
To both parties
The ZOPA _________ successful __________ and reduces the ___________ of ___________ and __________
Facilitates successful negotiations
Reduces the likelihood of
Impasse and deadlock
It is important to ______ the ______ and find a _________ that falls within ___________. To achieve this both parties would need to __________ _________ and _________ therefore both parties can work towards finding a _____________ that is ______________ increasing the likelihood of a__________________ as ZOPA promotes ____________ and __________________
Identify the ZOPA
Solution that falls within this range
Identify common interests and areas of overlap and work towards finding a solution
That is mutually acceptable
Win win outcome
Cooperation and mutual satisfaction in negotiation
BATNA gives a negotiator ___________ and also _________ their ____________ by giving them a ___________________ which can lead to ____________ and can also prevent the ________ from ________________ that is not ______________.
Leverage
Bargaining power
Strong alternative to a negotiated agreement
More favourable outcomes and
Negotiation from accepting an agreement
In their best interest
It is also good to _______ what the other parties ______________ might be because by understanding each other ___________ negotiators can identify areas of ___________ increasing the likelihood of a ______________.
Understand
Fall back position
BATNA
Areas of mutualbenefits
Win-win outcome .
By understanding the _________ the __________ can be identified as having a _______ BATNA ________ the negotiator to _______ from a position of __________ , maximising the _________within ZOPA.
BATNA the ZOPA can be identified
As have a strong BATNA empowers the negotiator to negotiate from a position of strength
Maximising the outcomes within ZOPA
