Communication/Negotiation

Question 1

Things to consider when preparing the Discussion (4)

Answer 1

What do you want to achieve?

What does the other party want to achieve?

What would be a good compromise?

What is your and the other party’s BATNA?
-BATNA = Best alternative to negotiated agreement

Question 2

What does BATNA stand for

Answer 2

Best alternative to negotiated agreement

Question 3

Bargaining Tactics (3)

Answer 3

• Reciprocity
• Door In The Face
  Making an extreme request and following up with a more reasonable one

Thats Not All Folks
Increase the offer to reduce the costs
Basically give something for free on top of some product/ service

Question 4

Tactics involving Commitment and Consistency (2)

Answer 4

-Foot In The Door
escalating pattern of requests

-Low- Balling
Change terms after the fact, e.g. ask for meeting at 9am and change it to 7am after the person has opted in

commitment is most effective when in public effortful or viewed as internally motivated

Question 5

Things to remember in Negotiations

Answer 5

Think about yourself
-What are your goals?
What is your acceptable compromise?
-What is your BATNA?

Think about other party

• What are their goals?
• What could their BATNA be?
• Draft Possible negotiation strategies