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Art of Negotiation Module2 Part2

This document discusses strategies for negotiation, including bottom line strategies, alternatives like BATNA, the importance of time and timing in negotiation, collecting information to strengthen your position, and considering location of negotiation. It provides advantages and disadvantages of bottom line strategies, emphasizing establishing boundaries, resisting pressure, and dealing with multiple parties. It also stresses becoming an expert in the subject area and choosing a location that promotes equality and trust.

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williamgardenall
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33 views

Art of Negotiation Module2 Part2

This document discusses strategies for negotiation, including bottom line strategies, alternatives like BATNA, the importance of time and timing in negotiation, collecting information to strengthen your position, and considering location of negotiation. It provides advantages and disadvantages of bottom line strategies, emphasizing establishing boundaries, resisting pressure, and dealing with multiple parties. It also stresses becoming an expert in the subject area and choosing a location that promotes equality and trust.

Uploaded by

williamgardenall
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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Business Communication for Career

Readiness
The Art of Negotiation
Module 2

with Sue Robins, M.S.


Bottom Line Strategy
Advantages
Bottom Line Strategy
Advantages
• Worst case scenario
Bottom Line Strategy
Advantages
• Worst case scenario
• Price point established
Bottom Line Strategy
Advantages
• Worst case scenario
• Price point established
• Empowers negotiator with boundaries
Bottom Line Strategy
Advantages
• Worst case scenario
• Price point established
• Empowers negotiator with boundaries
• Controls temptation to end too early
Bottom Line Strategy
Advantages
• Worst case scenario
• Price point established
• Empowers negotiator with boundaries
• Controls temptation to end too early
• Easier to resist pressure and temptation
Bottom Line Strategy
Advantages
• Worst case scenario
• Price point established
• Empowers negotiator with boundaries
• Controls temptation to end too early
• Easier to resist pressure and temptation
• Helps with multiple parties
Bottom Line Disadvantages
Bottom Line Disadvantages

• Keeps focus on price


Bottom Line Disadvantages

• Keeps focus on price


• Limits creativity
Bottom Line Disadvantages

• Keeps focus on price


• Limits creativity
• Numbers can be arbitrary or too high
Alternative to Bottom Line
Strategies

BATNA
Alternative to Bottom Line
Strategies

BATNA
Best Alternative To a Negotiated Agreement
Time in Negotiation
Time in Negotiation
• Period between end of selling and a
deadline
Time in Negotiation
• Period between end of selling and a
deadline
• Timeframe is much longer
Time in Negotiation
• Period between end of selling and a
deadline
• Timeframe is much longer
• Timing is very important
Information
Information
Collect information to increase power about:
• Counterpart
Information
Collect information to increase power about:
• Counterpart
• An organization
Information
Collect information to increase power about:
• Counterpart
• An organization
• Market conditions
Information
Collect information to increase power about:
• Counterpart
• An organization
• Market conditions
• Organizations place in market
Information
Collect information to increase power about:
• Counterpart
• An organization
• Market conditions
• Organizations place in market
• Organizations suppliers
Information
Collect information to increase power about:
• Counterpart
• An organization
• Market conditions
• Organization’s place in market
• Organization’s suppliers
• Be a subject matter expert
Location of Negotiation
Location of Negotiation
• Location can be VERY important
Location of Negotiation
• Location can be VERY important
• Don’t be a victim of a hostile location
Location of Negotiation
• Location can be VERY important
• Don’t be a victim of a hostile location
• Sit next to counterpart for equality & trust

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