1. Best Alternative to Negotiated Agreement
Negotiation
BATNA
Best Alternative to Negotiated Agreement

2. Fostering Cooperation
The Structural Logic of “Win As Much As You Can”
Them
Collaborate
Compete
You
You achieve modest gains and so do they
You lose big, they win big.
You win big, they lose big.
You lose and so do they, but not as much as if one of you had cooperated.

3. What is your BATNA? Ask yourself… What will happen if we don’t agree?
What do you think they will do?
What will you do?
What is the bottom line?

4. What is your BATNA? Walk Away (Flight) Interact (Fight)
Another client?
Another job?
Another supplier?
Interact (Fight)
Strike/Lock-out?
Vote/election?
Go to war?
Third-Party (Flow)
Mediation?
Higher authority?
Go to court?

5. Win/Win Philosophy
Both parties must leave the table feeling that they have achieved their objectives.
Successful negotiators:
Right attitude
Recognise the needs of others
Be flexible
Cooperate
Understand the give/get principle.

6. Big Mistakes… Inadequate preparation Ignoring “give/get”
Intimidating behaviour
Impatience
Loss of temper
Talking and not listening
Arguing instead of influencing
Ignoring conflict.

7. Six Steps… Get to know each other Understand each other’s objectives
Initiate the negotiation process
Identify areas of disagreement and conflict
Reassess and compromise
Seek and confirm agreement.

8. Getting to Yes Separate people and problem
Focus on interests, not positions
Invent options for mutual gain
Insist on using objective criteria.
Fisher, Roger and Ury, William (1992) Getting to Yes 2nd ed Random House Business Books