MAN 336 Midterm: Negotiations Around the Globe
Document Summary
Various other differences exist among cultures, such as levels of trust (e. g. , pakistan), negotiation rituals (e. g. , china), how information exchanges are handled (e. g. , japan vs united states), and how negotiations are viewed (e. g. , western vs other cultures) Batna = your greatest source of power: Do everything you can to improve your batna before you negotiate (e. g. , alternative trading partners) Your counterparts" perceptions of your batna are also very important (don"t reveal your batna; one by one, knock em down; figuratively, and maybe literally move to their side of the table. Aspiration level/target (your ideal settlement price or outcome) Bargaining range (zopa): zone of possible agreements, the zopa is the range between the buyer"s reservation price and the seller"s reservation price, if the zopa is more than his (i. e. , no overlap) than negative. Logrolling: you give up something that"s not very important to you, but is much more important to your opponent. Gives you answer and can readjust your side.
