Negotiation Techniques
Questions to ask when preparing to negotiate:
• What are the causes of this conflict?
• What interventions might be helpful?
• What problems are predictable?
• What outcomes are possible/probable?
• What risks can be identified if the conflict continues?
Meaning of BATNA and WATNA:
A BATNA is the ‘best alternative to a negotiated agreement’. A WATNA is the
‘worst alternative to a negotiated agreement’.
Before attempting negotiation a person should ask themselves:
What are the best (“BATNA”) and worst (“WATNA”) possible outcomes along
a particular path if I try to get my interests satisfied in a way that does not
require negotiation with the other party? In other words, what are my "win"
and "lose" scenarios along any given alternative path, and how likely are
these outcomes or something in between?
Barriers to Negotiation.
Another aspect of negotiation to consider which barriers might block or
interrupt the negotiation.
Factors which may prevent the negotiation from reaching an agreement, slow
down the negotiation process or block the development of a relationship
should be identified.
Some potential barriers to consider include:
o
o
o
o
o
o
There is not enough time to negotiate
Hidden parties at the table may block the deal
The negotiation may be over a very sensitive issue e.g. cultural
differences, sexual material or workplace bullying.
Financial or technical data may be incomplete.
Government agencies may have the right to intervene or may
impose rules about how business is being done.
Bureaucracy. Management styles may differ which could help or
hinder any negotiation.
Swaggies Pty Ltd is a simulated company used for training purposes only