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Role-play: Negotiations
hlod.tania
Created on March 15, 2021
Practice of BATNA skills
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Transcript
Negotiation Role Play
Practice BATNA
Video
Movie excerpt
Video
BATNA EXPLAINED
quizlet
BATNAEXPLAINED
What is BATNA?
Illustration of BATNA?
bonus
How to identify your BATNA?
SCENARIOS
01 Situation Andy
Scenarios
02 Situation Marco
Pick up one.
03 Situation Ben
04 Situation Thomas
05 Situation Crystal
06 Situation Monica
What is BATNA?
BATNA is an acronym that stands for Best Alternative To a Negotiated Agreement. It is defined as the most advantageous alternative that a negotiating party can take if negotiations fail and an agreement cannot be made. In other words, a party’s BATNA is what a party’s alternative is if negotiations are unsuccessful.
Craigslist
Illustration of BATNA
Colin needs a car and is negotiating with Tom to purchase his car. Tom offers to sell his car to Colin for $10,000. Colin scours through Craigslist and finds a similar car to which he assigns a dollar value of $7,500. Colin’s BATNA is $7,500 – if Tom does not offer a price lower than $7,500, Colin will consider his best alternative to a negotiated agreement. Colin is willing to pay up to $7,500 for the car but would ideally want to pay $5,000 only.If Tom demands a price higher than $7,500, Colin will take his business elsewhere. If we assume that Tom can sell his car to someone else for $8,000, then $8,000 is Tom’s BATNA.
How to identify your BATNA?
Having a best alternative to a negotiated agreement before entering into negotiations is important. Had Colin not had a BATNA, Tom would have had more bargaining power. Here is a process developed by Harvard Law School to develop the best alternative to a negotiated agreement: 1. List all alternatives to the current negotiation – what could you do if negotiations fall through? 2. Evaluate the value of each alternative – how much is each alternative worth to me? 3. Select the alternative that would provide the highest value to you (this is your best alternative to a negotiated agreement). 4. After determining your BATNA, calculate the lowest-valued deal that you’re willing to accept.
01 Situation Andy
Scenarios
02 Situation Marco
Pick up yours?
03 Situation Ben
04 Situation Thomas
05 Situation Crystal
06 Situation Monica
Situation Andy
Student A
+ INFO
Student B
+ INFO
Situation Marco
Student A
+ INFO
Student B
+ INFO
Situation Ben
Student A
+ INFO
Student B
+ INFO
Situation Thomas
Student A
+ INFO
Student B
+ INFO
Situation Crystal
Student A
+ INFO
Student B
+ INFO
Situation Monica
Student A
+ INFO
Student B
+ INFO
Video
Chris Voss interviewed
+ INFO
+ READ
Negotiation : 3:51 - Give the other side the illusion of control 5:05 - How is the key to life, yes is nothing without how 7:07 - Give to get: give control to gain control, give respect to gain respect 8:58 - Stroke the ego of narcissists 11:35 - Change why's to what's. Why triggers defensiveness. 12:55 - Correction is addiction. They'll say more if they're correcting or think they're correcting you. 15:23 - Vision drives decision. 15:52 - Your most valuable commodity is your time. 19:00 - People want to know if you understand 20:00 - Let the other side go first. What someone has failed to say is often more important than what they have said. 28:32 - Criticism is mostly fear driven. When critic comes up , they're indicating I'm successful with nine other people. 30:38 - Get the other person to say "that's right." Summarize where they're coming from.