4 things to prepare before negotiation

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Explain 4 things you really want to do before negotiation. If you want to win a negotiation.
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4 things to prepare before negotiation

  1. 1. 4 things to preparebefore negotiation Shoe-g Ueyama 2012 Photos from photopin.com
  2. 2. 4 things to prepare before negotiation 1. Define your point. 2. Create a reservation point. 3. Develop your BATNA. 4. Prepare your logic to support your point. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential1
  3. 3. 1. Define your point. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential2
  4. 4. Case study. 1 Mike’s point is to buy a used text at $50. Premise • Mike is a first-year undergraduate. • He wants to buy a second hand text book. • New text book costs $100. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential3
  5. 5. Case study. 1 Jenifer’s point is to sell her used text at $90. Premise • Jenifer is a sophomore, and just finished the class mike’s going to take. • She put a sign on a board that her text is for sale at $90. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential4
  6. 6. 2. Create a reservation point. the quantitative trigger point where you will take your5 next best alternative. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential
  7. 7. Case study. 2 Mike can pay up to $80 for the text. • Mike is a first-year undergraduate. • He wants to buy a second hand text book. • New text book costs $100. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential6
  8. 8. Case study. 2 Jenifer won’t sell her text under $60. • Jenifer knows the text book is sold at a second hand book store at $60. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential7
  9. 9. 3. Develop your BATNA. BATNA stands for Best Alternative To Negotiated Agreement ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential8
  10. 10. Case study. 3 Mike’s BATNA is 1. If I can’t buy from Jenifer I will find another person to buy. 2. If I can’t but the text I will ask my friend to XEROX it. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential9
  11. 11. Case study. 3 Jenifer’s BATNA is 1.  Sell my text to another person. 2.  Sell my text to a second hand book store. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential10
  12. 12. BATNA gives you 1.Space in your mind. 2. Power to negotiation. 3. You won’t end up having a bad result. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential11
  13. 13. 4. Prepare your logic to support your point. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential12
  14. 14. Case study. 4 Mike’s Logic 1. Jenifer’s text bad condition might be a key to lower the price. 2. The present text will change next year. So Jenifer has to sell this year. 3. The number of students are less than 10. So13 there are not many students who needs to buy. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential
  15. 15. Case study. 4 Jenifer’s Logic 1. The condition of the text is very good to sell around $90. 2. I marked all the points which appears in the exam. 3. I’m likely to have more people to buy my14 text. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential
  16. 16. 4 things to prepare before negotiation 1. Define your point. 2. Create a reservation point. 3. Develop your BATNA. 4. Prepare your logic to support your point. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential15

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