Содержание
- 2. WHAT IS NEGOTIATION? D1 D2 DISCUSSION D4 Dn D3 D5 SOLUTION
- 3. GAME THEORY ● Game simulates real life ● Includes 5 elements: Players = decision makers Strategies
- 4. AN EXAMPLE OF GAME THEORY: THE PRISONER'S DILEMMA
- 5. TYPES OF NEGOTIATIONS DISTRIBUTIVE Involve win-lose, fixed-amount situations wherein one party’s gain is another party’s loss
- 6. FOUR KEY CONCEPTS BATNA Reservation Price ZOPA Value Creation
- 7. KNOW YOUR BATNA! Best Alternative to a Negotiated Agreement (BATNA) Typical example: negotiate or go to
- 8. RESERVATION PRICE The least favorable point at which one will accept a deal The “walk-away” Example:
- 9. ZOPA Zone of Possible Agreement (ZOPA). The difference between the Seller’s Reservation Price and the Buyer’s
- 10. QUESTION: What will happen if we change points of buyer’s and seller’s reservation price? ZOPA 250$
- 11. VALUE CREATION Create value = enlarge the pie Basic principles: Seek out shared interests Propose mutually
- 12. PLANNING THE NEGOTIATIONS: PRE-NEGOTIATING Objectives What is involved? (+extremes) Goals of opposition NOT the costs =>
- 13. PLANNING THE NEGOTIATIONS: NEGOTIATING confidence and power keep the negotiation in your control aim as high
- 14. COMING TO AN AGREEMENT Write down the terms Discourage the other side from seeking further concessions
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