1. INTEGRATIVE BARGAINING, CULTURE CLASHES
YES, BUT………, BATNA
INTEGRATIVE BARGAINING, CULTURE CLASHES
PRESENTERS:
112SIS12: KITOSI, LINA CAROLINE SIS14: MASAWE, JULIANA GEOFREY SIS15: MHLANGA, EDAH TAFADZLOA
30 MARCH By: Fisher, Ury & Patton

2. OUTLINE….. Approaches Principled negotiation Negotiation Jujitsu
One text procedure
Getting them to play

3. Making the most of your assets
WHAT IF THEY ARE MORE POWERFUL? Develop Your BATNA (Best Alternative To a Negotiated Agreement) Objectives for any method of negotiation
Protect yourself
Making the most of your assets

4. 1. PROTECT YOURSELF (a) Establish a bottom line : –
A position that is not to be changed
Easier to resist pressure & temptation
Limits the authority of the a third part
Inhibits imagination
High costs/reduce incentive

5. (b) Know Your BATNA Best Alternative to a Negotiated Agreement
Is the standard against which any proposed agreement should be measured
It is a protection mechanism

6. What if unknown BATNA?
Failure to foresee the end result of your agreement
Optimistic
Fixed alternatives
Too committed
Hesitation of exploring solutions
HOW?
Suggestion: Always have alternative answer to the question if you want to negotiate wisely

7. (c) Formulate a trip wire A break to reexamine the situation Advantages: - Limit the authority of an agent Provide margin in reserve

8. 2. MAKING THE MOST OF YOUR ASSETS
(a) The Better the BATNA, the greater your power
Example:
TOURIST
VENDOR
STATUS
Rich
Poor
POSITION
Uncertain of the market
Certain of the market
ALTERNATIVES
To miss
Buy at high Price
Can sell to this tourist or to another tourist
Can decide on price and when to sell
RESULT
Negotiating power weakened by his wealth
Negotiating Power strengthen by his BATNA.
(b) Develop Your BATNA
Generating possible BATNA requires 3 operations
Invent a list of actions
2. Improve Ideas to practical alternatives
Select the best alternative

9. 3. CONSIDER THE OTHER SIDE’S BATNA
Why?
Helps you learn the other part’s alternatives
Makes you better prepared
Estimate expectations

10. 4. WHEN THE OTHER SIDE IS MORE POWERFUL………..
Good BATNA
MERIT

11. WHAT IF THEY WON’T PLAY? (Use Negotiation Jujitsu)

12. Concentrate on the merit
APPROACHES OF JUJITSU
What you can do
Concentrate on the merit
What they may do
Negotiation jujitsu
What a third part can do
One-text mediation

13. Vicious circle of attack and defense.
Positional
attack
defend
Counter attack
reject
criticize
Break the vicious circle by refusing to react.

14. How does “Negotiation Jujitsu work in practice
Forcing their position
Don’t attack their position
Attacking your ideas
Don’t defend your ideas, invite criticism & advice
Attacking you
Don’t counterattack
Use questions
Ask question and pause
Be silent

15. ONE TEXT PROCEDURE. A third part or moderator
Separate the People from the problem.
Direct the discussion to the interests and options
Suggest the ways to solve the problem
Separate the discovery from decision making.

16. GETTING THEM TO PLAY Stand on principles persuasion
The essence of a principled negotiation
“ Please correct me if I’m wrong”
Making yourself open to correction
“we appreciate what you have done for us “
Separating people from the problem
Make appreciation
persuasion
Stand on principles
“Our concern is fairness”

17. GETTING THEM TO PLAY Manipulation Use Negotiation Jujitsu
“we would like to settle this on the basis of Independent standards not of who can do what to whom
Control the temper and bring the negotiation back to the merit
Use Negotiation Jujitsu
Manipulation
Stick to principle without blaming
“Trust is a separate issue”
Statement of facts can be threatening, ask question instead
Listen to information and reduce threat.
“Could I ask you a few question to see whether my facts are right?”.

18. GETTING THEM TO PLAY Focus on the merit Good communication,
“what is the principle behind your action
Neither accept nor reject
Focus on the merit
“let me see if I understand what you are saying”
Good communication,
Brings a cooperative game
“Let me get back to you”
Don’t make important decision on the spot
Time and distance will help to separate people from the problem
“Let me show you where I have trouble following some of your reasoning
Present all your reasons first before offering a proposal
Use them as persuasive

19. GETTING THEM TO PLAY Reduce rejection Depend on the BATNA
“ One fair solution might be….”
Present a proposal as a joint consideration
Reduce rejection
“If we agree…if we disagree
Communicate the alternative
Depend on the BATNA
“ We would be happy to see if we can leave when it’s most convenient for you”
Sharing the interest
Fair solution
“ It’s been a pleasure dealing with you”
End the negotiation in reconciliation
Maintain future relationship

20. Thank You!