Anglais - Négociation M1LAAN02 - groupe 1

When you starting a negotiation process, you have to analyze different issues and define the core elements of that transaction. Indeed, information such as time, the deal, the managers and relationships should always be taken into account. Moreover, circumstances can change for better or worse and so affect a negotiation, and that is why you should always be prepared before starting a negotiation process. You should be ready to react to any issue that can happen which means exploring new opportunities and deals. So, you always have to define many important things that are the BATNA (yours and your opponent’s one), the known parties and the unknown parties (outside parties that could be influential players), the interests (yours and your opponent’s one), the value that already exists and the value you can create, the barriers and the solutions you can find to overcome them, the power you have and the power your opponent has, and the ethic, so where are your limits.  Then, e...

During this class, we played a negotiation game. Brims, a chain of coffee, wanted to build a coffee shop on a land it recently bought, but Easterly, a successful bed-and-breakfast inn, was opposed to this project that could have disturbed its own business. We worked in pairs, and each negotiator represented a party. Thanks to some information and in order to find a common ground, each party had to fix a reservation price, a specific price that would have been a good outcome, and the very best price realistically hoped.  The negotiation with Sarah was very long but very efficient and instructive. Indeed, I needed $185,000 to buy another land and launch my business somewhere else. I fixed my first offer at $200,000, my good outcome at $165,000, and my walk-away price at $145,000. That was the first mistake I made, to consider that I had to fix my walk-away price and my good outcome under the amount I really needed. I thought that ask for $200,000 was substantial enough b...

After having read this article, I definitely understand what the BATNA is. During a negotiation, if someone wants to succeed and achieve his/her goals, he or she really needs to have a strong BATNA. Being prepared thanks to a good BATNA allows both parts of a negotiation to be efficient and satisfied by what they were able to get. Without a BATNA, you are not prepared to face possible issues that can surface, and so, you can feel very weak and uncomfortable in front of your opponent.  As it is explained in the text, giving a monetary value to elements that could affect your BATNA is a good idea, thanks to that you can reckon a budget for the negotiation. So, because you are prepared, you can evaluate your options, lead the negotiation, act accordingly and take the best decision possible.  Moreover, the strategy of trying to learn more about your opponent's BATNA is very interesting because it can help you to find some ways to weaken him/her, but it is quite h...