PPA 605 Week 4 Discussion 1 Strategies and Tactics
Discuss one of the following statements then respond to at least two of your classmates who chose the other statement.
a. Discuss the Five Negotiation Strategies for Various Situations.
b. Think about a situation in your life or work in which you need to choose a negotiation strategy. First answer the questions below regarding the key elements of the situation, i.e., time, information, and power, and then answer the strategy questions which can help you select a preferred overall strategy to use as you start negotiating.
o Is there a deadline that will affect the timing of your bargaining?
o What is your BATNA and demonstrate how it is calculated? What is your best estimate of the other party’s BATNA? Is your BATNA your starting or walk-away point?
o What other information do you need to collect before you start the negotiation?
o Is the power between the two sides balanced or who appears to initially have the advantage?
o If several economic issues are involved, could you develop a MESO or Economic Matrix of alternatives to offer to the other side?
• Will negotiations primarily focus on one number, such as price, and thus, should you consider a strategy of Increments of Concession?
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