"At the Table" Negotiation Strategy
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Detail on each of these points soon. Image and text from Babcock Business Strategies here.
This is useful in actual "at the table" negotiations.
Negotiations Made Easy
- Understand their interests.
- If necessary, change the rules of the game.
- Prepare your strategy, tactics & negotiations communications
- Understand your "BATNA" - test theirs.
- Negotiate with results and relationship in mind; create an enduring agreement.
- Remain "principled" with commitment in all of the above.
Comments (2)
Read through and enter the discussion by using the form at the endRichard Bogovich - November 14, 2010 1:59 PM
I teach a course concerning project and contract management and came across your chart. I like its simplification of key negotiation elements. One question, your reference to your "BATNA". Having a mental block on what this acronym identifies. Would appreciate it if you could clarify.
Thank you.
Victoria Pynchon - November 20, 2010 1:07 PM
BATNA = Best Alternative to a Negotiated Agreement