WILT
what
negotiation ?
is
↳ Process
will
whereby
in
Negotiator
Need
→
is
Negotiation
→
a
to be
happy
→
making
decision
Parties have to depend
→
Negotiation
+
decide what each
parties
more
or
relationship
find mutual decision for both parties
give
Interdependent
↳
two
take
+
Trick:
↳
conflict
on
→
each other to achieve desired outcome
practice
BATNA :
Basics
feedback !
+
→
Issues : items
↳ e.
g.
#
that
specifically placed
on
for discussion
the bargaining table
and
,
Having
,
Example Vacation
-
↳ salary :
Easy"to"find
rec
days
50k1gr
.
,
:
candidate wants 80k1gr because he has
(
↳
4 weeks vacation because his
or
parents
5 kids to
(time to
are overseas
Two
Also,
visit)
1)
Approach
goal of two or more people
only one can achieve the goal
are
1) Before
,
negotiation buyer
price
e. g.
:
and seller want
opposites (only 1
When
→
parties goals
'
helps
goal
Non
zero-sum : make
Recognize
side
issue 1: Vac
.
2
weeks
candidate
4
weeks
Don't
always
so
that
goals
a
mutually
one
2)
person 's
For each
issue 2 :
starting
September
October
date
1)
d
vs
1st
.
,
→
TP
+
you
RP form
↳ Both
buyer
20pA
-
Zone
of
an
+
aspiration range
seller will have
&
September
's"
target
Buyer point
's
Bargaining
9
seller's resistance
point
one
can
accept)
)
can
accept
,
→
Graded only
→
Not
a
:
resistance point
negotiation
RRTP + BATNA
+
BATNA to the other
side
on
participation
competition
Salary Negotiation
20pA not
/
before
always
guaranteed ! (no deal assuming rationality)
,
company 's
BATNA
aspirational
q
seller's target
point
another
offer
saying
no
deal
in
where ,
logically both
,
sides will be happy
But hard to find
.
during negotiation
because you don't share
your range to Max ben
-
.
,
a
:
searching
another candidate
deal
bias
No deal
to
=
stay
failed negotiation
--
within
than reach
your range
calculation/not
Relational / emotional
the middle
reach
BATNA
weak : continue
strong
people still
some
Mistaken
Area
:
Agreement
Better
range
9
Buyer 's
BATNA before
+
your aspiration range
buy or sell)
deal
accept
$600
seller's
zone
9
'
lie to win
Exercise
"
$525
Buyer 's aspirational
range
within
distributive
Why
no
agreement
possible
$475
$400
I want to
accept before you say
absolute minimum the seller
"
stay
weak : staying on the market
Goal you want to reach lie the price
(RP)
2) Reservation (resistance) point
e.g. the
can
agreement =3 weeks
and
,
↳
→
aggressive
:
Don't reveal your TP RP
strong
can
to be more assertive/
Summary
Basics :
:
3) Don't
Target point (TP)
↳ Minimum
point (minimum you
negotiation
Applicant 's
negotiation
a
agressive
During negotiation
Trade off
1st
have to meet in the middle !
in
-
the other side 's
Also think about the other side's
→
Basics # 2
issue
(anticipate
PLAN Research your RP , TP
beneficial solution
→
Negotiation
BATNA
point /goal) for each issue
→
→
side values each issue
in how each
days
recruiter
together
tradeoffs to find
difference
the
linked
others to achieve their
are
achievement
→
after
issue
→
wins)
Integrative Approach
→
you
point (minimum you
think about
Target
Negotiation
-
→
not
interconnected
Zero-sum (fixed pie) : if one side takes more the other side takes less
→
,
3) BATNA Iplan B)
the
that
so
negotiation
your
2) Reservation
Approaches
When
→
allows
'
3) BATNA (what will you do if no deal
support
Takes time /often missed
Distributive
:
2) Reservation
concerns /reasons
-
↳ i. e. ,
negotiated agreement
point (goal) for each
1) Target
80k1gr
Isnterests :(why) underlying
"+ +
negotiation?
:
Think about
,
.
negotiation
Before Negotiation : Prepare
recruiter wants 2 weeks candidate wants 4
can
in
your range
strength
strong BATNA
a
deal in this
a
demanding you can be strong
Provides
candidate
salary vacation days starting date + moving expense coverage
Positions : where each side stands on the issue
→
you set
Helps
agreement
an
to think about this before the
↳ shows how
job contract negotiation between recruiter
↳ 4 issues :
to reach
Best alternative to
Important
I
are
3
↳ i. e.
plan B
↳
Negotiation
#
so you have to think about
↳ what will I do if I don't reach
skill
a
Basics
always guaranteed
Not
following
reasons
not true
a
deal
the numbers stated in the
description