BUSA 433 Lecture Notes - Best Alternative To A Negotiated Agreement, Jujutsu
28 Apr 2013
School
Department
Course
Professor
Document Summary
Read the boooook and that fact pattern thing. Review: principle negotiation (separate people from problem: focus on interests not positions, invent options, insist on objective criteria. Use when you have conflict of interest. Ex: 3rd party expert opinion, fair market value, legal procedures/presidents, trade usages, neighborhood presidents, standards, by-laws, cars (black book, red book [depreciated value book]), legal procedure (similar cases in court) You can identify/understand their situation and come up with options that provide mutual gain. The back and forth 50-50,40-80, etc -> discovering each other"s bottom line. Guy bringing up the past conversations, against the principle of looking forward. Problems of positional approach: risk of not getting the result you want, principle negotiation -> more chance of reaching agreement, but never guaranteed. Batna best alternative to a negotiated agreement. What we talked about, interests, options, stds. What would you do if the other side is more powerful: stronger bargaining position, better connected, larger staff, more monet, mnc.
