X

Скопируйте код и вставьте его на свой сайт.

Ширина px

Вы можете уменьшить размер презентации, указав свой размер!

Games people play: negotiations

GAMES PEOPLE PLAY: NEGOTIATIONS
D1 D2 DISCUSSION D4 Dn D3 D5 SOLUTION
● Game simulates real life ● Includes 5 elements: Players = decision makers S...
DISTRIBUTIVE Involve win-lose, fixed-amount situations wherein one party’s ga...
BATNA Reservation Price ZOPA Value Creation
Best Alternative to a Negotiated Agreement (BATNA) Typical example: negotiate...
The least favorable point at which one will accept a deal The “walk-away” Exa...
Zone of Possible Agreement (ZOPA). The difference between the Seller’s Reserv...
What will happen if we change points of buyer’s and seller’s reservation pric...
Create value = enlarge the pie Basic principles: Seek out shared interests Pr...
Objectives What is involved? (+extremes) Goals of opposition NOT the costs =>...
confidence and power keep the negotiation in your control aim as high as you ...
Write down the terms Discourage the other side from seeking further concessio...
THANK YOU FOR YOUR ATTENTION!
Класс
Автор

Games people play: negotiations

Описание презентации по отдельным слайдам:

1 слайд

GAMES PEOPLE PLAY: NEGOTIATIONS

2 слайд

D1 D2 DISCUSSION D4 Dn D3 D5 SOLUTION

3 слайд

● Game simulates real life ● Includes 5 elements: Players = decision makers Strategies available Rules Outcomes Payoffs

4 слайд

5 слайд

DISTRIBUTIVE Involve win-lose, fixed-amount situations wherein one party’s gain is another party’s loss INTEGRATIVE Involve joint problem solving to achieve results benefiting both parties which can lead to win-win or lose-lose outcome

6 слайд

BATNA Reservation Price ZOPA Value Creation

7 слайд

Best Alternative to a Negotiated Agreement (BATNA) Typical example: negotiate or go to court Improving your situation Improve your BATNA Identify the other side’s BATNA Weaken the other party’s BATNA

8 слайд

The least favorable point at which one will accept a deal The “walk-away” Example: you are looking for larger office space. You set your BATNA at $20/SF and your Reservation Price at 30$/SF

9 слайд

Zone of Possible Agreement (ZOPA). The difference between the Seller’s Reservation Price and the Buyer’s Reservation Price ZOPA 250$ 275$ Seller’s Reservation Price Buyer’s Reservation Price

10 слайд

What will happen if we change points of buyer’s and seller’s reservation price? 250$ 275$ Seller’s Reservation Price Buyer’s Reservation Price

11 слайд

Create value = enlarge the pie Basic principles: Seek out shared interests Propose mutually beneficial trades Secure insecure contracts

12 слайд

Objectives What is involved? (+extremes) Goals of opposition NOT the costs => what is VALUABLE

13 слайд

confidence and power keep the negotiation in your control aim as high as you feel necessary remain flexible know your business

14 слайд

Write down the terms Discourage the other side from seeking further concessions Be happy =)

15 слайд

THANK YOU FOR YOUR ATTENTION!