By paddloPayday loans

Negotiation 18 Feb 2007 08:47 am

Topic 2: Negotiation (The Case Studies)

Here are 5 case studies we will be using in our discussions on Thursday, February 22. You should be thinking about them between now and then taking into account the readings we have assigned.

You will want to consider:

1. Negotiating from Interests not Positions

    People: Separate the people from the problem
    Interests: Focus on interests, not positions
    Options: Generate a variety of possibilities before deciding what to do
    Criteria: Insist that the result be based on some objective standard

2. BATNA, or Best Alternative to a Negotiated Agreement

3. Preparation

4. Drawing the line in price negotiations

5. Negotiating as if implementation mattered

Now, here are our case studies:

Case Study #1: Buying a Car

  • How many of you like to buy cars?
  • Why does everyone hate to buy cars?
  • Convinced you will not get the best deal (makes us anxious)?
  • Don’t enjoy the amount of time it takes to reach a decent deal?
  • Don’t feel emotionally up to the challenge?
  • Afraid you will be stuck with a car salesperson you do not like (or is not listening to you, or…)?
    • How do you prepare?

      What is your BATNA?
      How do you stage the negotiation? How does the car dealership stage the negotiation?
      What is the “I need to get my sales manager’s approval for this…” (is this the same as getting the buyer to “stop squeezing the washcloth”)
      What is the car dealership’s BATNA?

    Case Study #2: CMS Agreement

    • Does FNC have different interests in a CMS agreement depending on where you are in the organization?
      How does negotiating “interests” help?
      What are our clients interest in the CMS? What do they worry about?
      Is the CMS agreement a price negotiation?
      What has been our problem with negotiating CMS agreements?
      When does the negotiation of a CMS agreement start?
      What is the objective of the CMS agreement negotiations?
      What about “negotiation as if implementation mattered”?

    Case Study #3: Change Requests and Completion Dates

      Is a change request a negotiation?
      What our own interests in a change request or completion date?
      Does FNC have different interests in how we treat change requests?

    Case Study #4: Salary Negotiations

    Why is salary negotiation a great case study? (How many of you get chills just thinking about it?)

    Does this illustrate the importance of separating the people from the problem and the real need to understand the human side of negotiations?

    • How will “invent options” help?
      Is “salary” the only important issue? (Increase the options)
      What about different assignments?
      What about different or newer equipment?
      What about additional training?
      What about a phase in of any salary change?
      What do you say when someone says, “if I give you a raise, I have to give everyone a raise”?

    Case Study #5: Getting people to work on your project on your timetable

    • How do you negotiate with your peers?
      What are your peers’ interest?

      • Do you know?
        Can you find out?

      What can you “trade” in the negotiation?

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