Please, write a 3-4 page reflective essay on the Karen Hannen Case (posted on Blackboard), using as guide lines those provided by “The Seven Elements of Negotiation” (Handout) and using as main analyt
The Seven Elements of Negotiation
(Integrative Bargaining)
1. Best Alternative To a Negotiated Agreement
What's our BATNA? What's theirs?
Can we improve ours? Worsen theirs?
2. Interests
What are ours? What are theirs?
Are there third parties to consider?
Which interests are shared, which are just different, and which conflict?
3. Options
What possible agreements might creatively satisfy both sides' interests?
4. Legitimacy
What standards might a judge apply?
What "ought" to govern an agreement?
What will they argue? Our response?
5. Commitments
What is our authority? Theirs?
What might some illustrative, well-crafted commitments look like?
6. Relationship
What kind would we like to have?
What can we do that would be unconditionally constructive?
7. Communication
What do we want to learn from them?
How can we improve our listening?
What will be persuasive to them? How do we insure that our messages are clear?
What's our agenda and plan?
How will we begin?
How do we handle disagreement?
How to remember
The Seven Elements of Negotiation
Batna
Relationship
Options
Communication
Commitment
Legitimacy/Standards
Interests
Don't forget to eat your BROCCLI when you
negotiate (Yes, it is supposed to be misspelled!)
The Seven Elements of Negotiation (cont.)
1. Interests
What are you trying to accomplish/achieve in these negotiations?
What are your key concerns?
What objectives are you trying to meet?
Why?
Why not? What would be wrong with...?
2. Legitimacy
Why do you think we ought to do that?
What benchmarks do you see in our industry that make you think that is appropriate?
If you were I, how would you justify that to others?
Where did that number come from?
3. Options
What other ideas might we brainstorm on this problem?
If we work together, what ideas do you have for how we might make this better for both of us?
Got any ideas on that?
What are some ways we could deal with this problem?
4. BATNA
If we walked away from this deal, where would each of us go?
Do you feel we "must" do a deal here?
I would prefer to work something out jointly; would you?
5. Commitment
What is the purpose of this meeting?
Do you have the authority to make a decision on this?
Do others need to be here to get this done?
As an agenda, can we list possible headings in the table of contents of a final deal?
Leaving aside the specific terms, what do we need to cover a clause like this?
6. Communication
Do I understand you to be saying...?
What do you hear me saying?
What do others hear us saying on this?
Could you help me understand more about how you got to that conclusion?
Could you walk me through your thinking step-by-step?
7. Relationship
Do you feel the process we are using makes sense?
Have we done anything offensive or insulting?
Should we be the people trying to resolve this?
How are you feeling about this/us right now?
7 Key Rules - No agreement, or else an agreement that:
1. Is better than our BATNA -- Best Alternative To a Negotiated Agreement.
2. Satisfies Interests. Ours well. Theirs acceptably. Others' tolerably.
3. Is an elegant, no waste solution: among the best of many Options.
4. Is Legitimate. No one feels taken.
5. Includes Commitments that are well-planned, realistic, and operational.
6. Is reached efficiently -- the result of effective Communication.
7. Helps build a good working Relationship.
Conclusion
1. Always be prepared: the best negotiator is the prepared one.
2. Aim high and expect to succeed. Otherwise, you will lose.
3. Never give something for nothing. Always demand a trade-off.
4. Be able to walk away. A good negotiator is one with a BATNA.
5. Maintain a strong reputation or your career as a negotiator will come to an end.
