4.6 Explain How To Plan And Conduct Negotiations

Question 1

What does BATNA give a negotiator and what does it increase ?

Answer 1

BATNA gives a negotiator leverage and increase their bargaining power

Question 2

How does BATNA increase negotiators bargaining powers , what can this lead to and what can it prevent ?

Answer 2

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

Question 3

Using BATNA what is it good to understand

Answer 3

Is is good to understand what the other parties fall pack position might be

Question 4

What does understanding each other BATNA do for negotiators ?

Answer 4

By understanding each others BATNA negotiators can identify areas of mutual benefit

Question 5

What does negotiators understanding each others BATNA increase and what else can be identified ?

Answer 5

The likelihood of a win win outcome
By understanding each other BATNA the ZOPA can be identified

Question 6

Who does a strong BATNA empower and how and what does that do ?

Answer 6

A strong BATNA empowers a negotiator to negotiate from a position of strengths , maximising the outcomes within ZOPA.

Question 7

What happens ZOPA ?

Answer 7

Both parties will need to identify the zone of potential agreement

Question 8

What is ZOPA ?

Answer 8

ZOPA is the range of best outcomes that would be acceptable to both parties in a negotiation

Question 9

What does ZOPA Facilitate and what does it reduce ?

Answer 9

ZOPA facilitates a successful negotiation and reduces the likelihood of impasse or dead lock

Question 10

It is important to identify the ZOPA and find ?

Answer 10

A solution that falls within this range

Question 11

How can the ZOPA be identified ?

Answer 11

This can be achieved by identifying common interests and areas of overlap

Question 12

What does finding areas of common interest and overlap do for both parties ?

Answer 12

Both parties can work towards finding a solution that is mutually acceptable increasing chances of a win - win outcome

Question 13

What does ZOPA promote ?

Answer 13

Cooperation and mutual satisfaction in negotiation

Question 14

What does win-win seek to do ?

Answer 14

Win - win seeks to find a solution that benefits both parties

Question 15

How would you get a win -win solution that benefits both parties ?

Answer 15

This would be through a collaborative approach and finding a creative solution to meet the needs to both parties

Question 16

What does taking a collaborative approach View the situation through and why is it critical

Answer 16

Taking a collaborative approach views the situation through a win-win lens and it critical to achieving a win -win out come

Question 17

Why would both parties need to come together ?

Answer 17

Both parties will need to come together to identify common interest and find a solution that meets everyone’s needs

Question 18

What can both parties do by collaborating and what does this lead to ?

Answer 18

By collaborating both parties can build trust and create a sense of partnership , leading to successful outcomes and sustainable agreements

Question 19

Win - win seeks to find a ________ that ___________ both parties. This would be through _______________ and finding a ___________ that meets the needs of _____________.

Answer 19

Solution
Benefits
Collaborative approach
Creative solutions
Both parties

Question 20

Taking a ____________________ always views the ________ through a ____________________ and is __________ to _____________ a _________________.

Answer 20

Collaborative approach
The situation through a win - win lens
Critical
Achieve a win-win outcome

Question 21

Both parties would need to ____________ to ________ to _______ _______ interest and __________ that ________________. By collaborating ____________ can build _________ and a sense of ___________ leading to ________________ and ___________

Answer 21

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

Question 22

Both parties would need to identify the __________________which is the _______ of _________ that is _______ to __________ to both parties

Answer 22

Zone of potential agreement
Best possible outcome that is acceptable
To both parties

Question 23

The ZOPA _________ successful __________ and reduces the ___________ of ___________ and __________

Answer 23

Facilitates successful negotiations
Reduces the likelihood of
Impasse and deadlock

Question 24

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 __________________

Answer 24

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

Question 25

BATNA gives a negotiator ___________ and also _________ their ____________ by giving them a ___________________ which can lead to ____________ and can also prevent the ________ from ________________ that is not ______________.

Answer 25

Leverage
Bargaining power
Strong alternative to a negotiated agreement
More favourable outcomes and
Negotiation from accepting an agreement
In their best interest

Question 26

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 ______________.

Answer 26

Understand
Fall back position
BATNA
Areas of mutualbenefits
Win-win outcome .

Question 27

By understanding the _________ the __________ can be identified as having a _______ BATNA ________ the negotiator to _______ from a position of __________ , maximising the _________within ZOPA.

Answer 27

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