B340 Negotiation

Negotiation

Process whereby two or more parties work toward an agreement

Five phases of Negotiation

1. Investigation. 2. Determine BATNA. 3. Presnentation. 4. Bargaining. 5 Closure.

BATNA:

Best alternative to a negotiated agreement.

Grow the pie:

Figured out what makes both persons happy.

Two different negotiation strategies:

Distributive and Integrative.

Distributive Negotiation:

Win-Loose. What I take they loose.

Bogey

white car settling. Makes look like conceded something. Pretend an issue is important when it is not.

The nibble

Example: extra bs after a car is sold, like undercoat protection.

Integrative Negotiation

Joint problem solving. Never say the lowest you will go.
Results benefit both parties.