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Best Practices in Negotiation
Bokaro Steel Plant CASE STUDY
BATNA
1. Best practices in
NEGOTIATION
Mukul Gupta
(Faculty of Management)
Trainer PD & English Communication Skills
(Khandewal College of Management Science & Technology)
13. CASE STUDY
(Bokaro Steel Plant)
Mukul Gupta
(Faculty of Management)
Trainer PD & English Communication Skills
(Khandewal College of Management Science & Technology)
14. Objective
The objective of the case was to pool each other’s opinion
about their role in the organization, in order to resolve
grievances for building positive image based on true
endeavors and reducing negative image.
16. Duration
The Exercise was continued for 11 hours for 2 days with
those 32 executives from various departments.
17. Phases of negotiation in
the case
Identification of Problem (Grievances) based on exchanging of
views
Seeking for Alternate Solutions
Agreement based on dialogue with Top Management
18. Phase1: -PROBLEM
The key party found engaged with problem was Finance
Department and Personnel Department.
The major reason was different perception regarding their
qualities of their own and of various department.
19. Perception Pooling
Exercises
For Perception Pooling and for exchanging of views and
ideas few exercises named as (Microlab – Perception
Pooling Exercise - wherein people share their experiences
and opinions, Image Sharing, Image Building, Empathy
Building) were used.
20. Perception Pooling About Finance
Department
Image of finance department, drawn by personnel
department.
No proper record keeping
Errors in payments
No interaction with other employees
Ad-hoc Decision making
21. Perception Pooling About Personnel
Department
Image of personnel department, drawn by finance
department.
Wrong Pay fixation
Shifting of blames
Subsequent Corrigendum
Incomplete claim for PF/gratuity
22. Phase2: - Seeking Alternates
Discussion among employees and executives was made
and, efforts done by Executives are as follows to resolve
issues..
Enquiry Counters as the Shop Floor
Prompt response to final settlement
Prompt payment of travel and conveyance allowance.
Disbursement of salary and PF at shop floor.
Time Keeping System
Computerized Statements
Proper Order Dissemination
Certifying claims for PF/Gratuity/leave/LTC
Window Clearance System
23. Phase3: - Preparation of
Agreement
After finding the best alternatives, the consultation with
Top Management was done.
It was decided that full patronage will be given by top
management in the implementation of the recommendation
and commitment and a Home group (Team) was formed to
implement changes within 15 Days.
24. Recommendations
As it was all due to perceptual differences, periodical Staff
Meeting should be conducted in order to maintain the
decorum of the organization.
Proper Grievance Handling committee should be framed
with specified guideline of solving issues.
Proper Error free record system should be maintained by the
employees.
25. Recommendations
Partiality should be Avoided
Mistakes should be admitted instead of shifting its blames.
An Incentive or Reward based system should be
implemented in organization for raising productivity.
26. BATNA
Mukul Gupta
(Faculty of Management)
Trainer PD & English Communication Skills
(Khandewal College of Management Science & Technology)
27. BATNA
What if negotiation fails?
what if the another side of negotiation is more
powerful?
what if next is more prepared?
What if tactics didn’t resulted as expected?
28. BATNA
There the BATNA is used…
BEST ALTERNATIVE TO NEGOTIATED
AGREEMENT.
29. BATNA
BATNA Approach was given by Negotiation
researcher Roger Fisher and William Ury of
Harward Program on Negotiation.
30. BATNA
Guy Burgess and Midi Burgess have adapted the
concept of BATNA slightly to emphasis what they
call EATNA
(Estimated Alternative to a Negotiated Agreement).
31. BATNA
This Approach was taken forward from a series of
book on Principles of Negotiation (Getting to Yes)
32. BATNA
BATNA Can be defined as the most
advantageous alternative course of action, can be
opted if outcome of negotiation doesn’t satisfy the
party.
33. BATNA
As per to a saying, One should never accept a
worse resolution than its BATNA.
Should take all relevant factors into
consideration.
Relationship Values
Time Value of Money