Negotiation Exercise Analysis Summary

       Competitive and Collaborative  

           Negotiations

   Negotiation Exercise Analysis Summary

            BUMO794-Spring 2015

Partner Reactions

When compared with the five negotiations that took place in this course, different reactions and expression showed in the partner reaction form and in partner comments. I will firstly talk about three special strengths (stood firm to interests, well prepared and asked questions to gather information from partner) that showed and give specific examples which are consistent across exercises.

Stood Firm on Key Interests

Each of my partners gave me a five or four in this area while the median score was a 4.6 out of 5. I think this shows that if you set your reservation point going into the negotiation and stick to it, you will reach the desired outcome. Without that key target, one could easily fall into the trap of going below their desired goal. To stand strongly on key interests of firm, I must have other options (BATNA) which make me more confidence to make less concessions. For example, in the Salt Harborl negotiation, Johana created several options for me to choose such as one month for free if I buy it. But the price she gave me is a little higher than my reservation point. So I can not deal with her. Than she changed her price to $16500 and I agreed with it. Finally she said that “ She was not able to change her mind. Strong way to think. ” I think it is more important to keep mind on the reservation point which can let me stand firm on key interests. Because I am the agent of my firm not myself.

Well Prepared

Each of my partners gave me a five or four out of five in the area of preparedness while the median score was a 4.60 out of 5. Before each of the five cases, I took the time as much as possible to prepare, read and reread the prompts and write out specific plans, goals and opening points including starting point, target, reservation point, and BATNA. I also drived to look at the negotiation from the other persons point of view and get a sense of their BATNA. As we learned in class, reparation accounts for about 80-85% of success in negotiations. We need design some situations which may be happen in our negotiation. We should understand our own strengths and weaknesses, recognize our own and other party’s interests and alternatives, estimate BATNAs, consider which way is best for us to negotiate with partners –choose the one which can maximize our advantages. In the case of email and phone negotiations, I searched information on the internet before the negotiation including average salary of graduate students. So well prepared helps me feel confident in the negotiation and get more information we need in the negotiation procession.