case study base negotiation strategic decision making

1. NEGOTIATION Decision-making and communication strategies that
deliver results
ACCEPT
OR
REJECT ?
Presented By:-
1. Suyog R. Dalvi P(11)
2. Shweta S. Dhonde P(15)
3. Niranjan R. Jaware P(22)
4. Pratik S. Shinde P(57)
5. Simran P(62)
NEGOTIATION AND SELLING SKILLS

3. STEPS FOR ASSESSING YOUR BATNA
1
2 • EVALUATE
YOUR ALTERNATIVES
• LIST YOUR
ALTERNATIVES
• CALCULATE YOUR
RESERVATION VALUE
• ESTABLISH YOUR
BATNA
3
4

4. TWO COMMON BATNA RELATED MISTAKES
• If you fail to monitor your
changing BATNA, you may end
up settling for less favorable
terms.
• Regularly assess your BATNA
throughout the Negotiation.
• We have to consider all the
factors that affects our BATNA.
Failing to monitor your
changing BATNA
• It is important to understand
that fairness is subjective.
• Failing to distinguish between your
BATNA and your perception of
fairness can result in unreasonable
demands or an inability to reach a
mutually agreeable solution.
• Focus on identifying your
priorities and interests apart
from what you perceive as fair.
Confusing your BATNA
with what you think is fair

5. Conclusion
• A critical step in any negotiation is to assess your BATNA and the
point at which you should walk away.
• It’s also important to analyze the other side’s BATNA: What will
they do if you reach an impasse, and how will her behavior affect
you?
• Aim high once talks commence, but keep an eye on your
potentially changing BATNA, and do what you can to keep and
strengthen your no-deal alternatives.