IBUS312 Lecture 14 0709110-BATNA
- 최초 등록일
- 2013.01.20
- 최종 저작일
- 2012.04
- 22페이지/
MS 파워포인트
- 가격 2,000원
소개글
마지막 학년
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본문내용
Concern for OP’s outcome / needs
Compromising
Planning For Distributive Negotiations
2 steps in planning a distributive negotiation
Figuring out your BATNAs
Establishing your bargaining range
BATNA
First figure out your Best Alternative to a Negotiated Agreement
What are my alternatives to negotiating with this person about this issue?
Influences your power in the negotiation
May decrease your reliance on your negotiating counterpart
May influence € you are willing to spend
Also worth thinking about the OP’s BATNA
<중 략>
Target point
Seller’s Range
Target point
Resistance point
Buyer’s Range
Opening offer
Opening offer
ZOPA
Bargaining Mix
Often more than one item under negotiation.
Each item (issue) in the bargaining mix has a range, zone of potential settlement.
Bargaining mix offers potential to bundle issues, trade them off.
Distributive / Competitive Negotiation Summary
What one party gains, the other party loses.
Position focussed - each party has a range for each issue.
Ranges need to overlap to have scope to negotiate
ning = think about BATNA, range, opening offer, tactics you can use.
Process is bid, offer, bid
참고 자료
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