Presentation on theme: "Best Alternative to Negotiated Agreement"— Presentation transcript:
1Best Alternative to Negotiated Agreement NegotiationBATNABest Alternative to Negotiated Agreement
2Fostering Cooperation The Structural Logic of “Win As Much As You Can”ThemCollaborateCompeteYouYou achieve modest gains and so do theyYou 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.
3What 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?
4What 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?
5Win/Win PhilosophyBoth parties must leave the table feeling that they have achieved their objectives.Successful negotiators:Right attitudeRecognise the needs of othersBe flexibleCooperateUnderstand the give/get principle.
6Big Mistakes… Inadequate preparation Ignoring “give/get” Intimidating behaviourImpatienceLoss of temperTalking and not listeningArguing instead of influencingIgnoring conflict.
7Six Steps… Get to know each other Understand each other’s objectives Initiate the negotiation processIdentify areas of disagreement and conflictReassess and compromiseSeek and confirm agreement.
8Getting to Yes Separate people and problem Focus on interests, not positionsInvent options for mutual gainInsist on using objective criteria.Fisher, Roger and Ury, William (1992) Getting to Yes 2nd ed Random House Business Books