ORGS 4560 Lecture Notes - Lecture 34: Best Alternative To A Negotiated Agreement, Efficient Frontier

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28 Apr 2018

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ORGS 4560

Lecture 34

Preparing for negotiation

• Have wish list ready for the joint resolution of issues-might be forced

to make hard value tradeoffs

• Sort out preferences on a basis of value AND order issues on a basis

of importance

• Issues need to be carefully examined as values of them can seem to

be greater but in fact are not

• Additive scoring: assigning “part marks” to issues, tradeoff, then add

up the scores over the issues

BATNA

• Additive scoring assists with the ‘cutoff score’ which determines

acceptance cutoff on agreement

• Examining cut offs requires deep thinking as it requires analysis of

BATNA scoring on 100 point additive scale as BATNA is improved,

so is power in negotiation (because there is less to loose)

Consideration of the other side’s interests

• Before negotiating, must do homework about other sides

preferences, value tradeoffs and BATNA

• Should structure the other sides values and opportunities, which will

effect strategy for negotiation

• Notion of interpersonal comparison of preferences is an important

consideration (value of results)

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