432-Ethics-Where’s Alvin

432-Ethics-Where’s Alvin - Preparing to...

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Preparing to Negotiate Failing to prepare… is preparing to fail!
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Preparation for an Negotiation is a Two-Part Process 1. On your own 2. Jointly with negotiating counterpart
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Preparation On Your Own Identify your goals, interests, strengths, and weaknesses Assess your BATNA, and estimate theirs with utmost objectivity Determine your counterpart’s interests, as well as their goals, strengths, and weaknesses Analyze the ZOPA (Zone of Potential Agreement) List the tradeoffs you might be willing to make to expand the pie (create more value) Determine what you have to learn from them Plan your process Secure your decision making authority from your boss Be prepared to offer multiple mutually acceptable solutions If necessary, put together a negotiating team and determine each
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A Preparation Checklist Identify your primary issues and ideal outcomes Develop contingency plans ( BATNA ) Determine how important maintaining the relationship is to your desired outcomes Decide on your opening tone (i.e., apologetic, determined, concerned, etc.) Determine the other party’s real interests and BATNA Identify common interests you believe you share Determine your strongest claims for each ideal outcome ( objective criteria ) Identify what you are willing to concede ( concessions ) and what you’re not willing to concede Decide what to ask for when you make concessions Plan what to do/say if you get derailed (i.e., placing blame, focusing on the past rather than the future, etc.) Consider how to involve the other party in the development of the solution
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This note was uploaded on 11/21/2011 for the course BUS 432 taught by Professor Earlhill during the Fall '11 term at Emory.

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432-Ethics-Where’s Alvin - Preparing to...

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