Week 6 Chapter 6
Week 6 Chapter 6
Week 6 Chapter 6
Prepared by:
Siti Nur Shahida, AFHEA
PPI, UTMSPACE
LECTURE OUTLINE
• Introduction
• Negotiation Process
• Negotiation Stages
• Negotiation Procedures
• Negotiation Structure
• BATNA, ZOPA
• Contract Negotiation
INTRODUCTION
Negotiation process is always viewed as a combination of
inter-related parts of stages, consisting of activities such
as information-sharing, persuasion attempts, concessions
and trade-offs, which make a final negotiated agreement
possible.
The negotiation process typically consists While the specific number and names of
of several stages or phases that guide these stages may vary, the following is
the interaction and progression of the the commonly recognized framework for
negotiation. negotiation stages, that includes:
Preparation, opening, exploration,
bargaining, closing and implementation.
COMMON FRAMEWORK FOR NEGOTIATION
STAGES
• This stage occurs before the actual negotiation begins.
• It involves gathering information, analyzing the issues,
Preparation clarifying goals and interests, and developing a strategy.
• Preparation also includes understanding the other party's
perspective and potential alternatives.
Simple negotiation procedures are Simple procedures are often used in smaller-
straightforward and easy to implement. They scale negotiations, where there is a lower
are often used in relatively straightforward or level of complexity, fewer stakeholders
less complex negotiations. Some examples of involved, or when time constraints necessitate
simple procedures include: a more streamlined process.
Your BATNA in this scenario could be the highest price you could reasonably get for your car from an
alternative option. For instance, you could research similar cars for sale in your area and find that the average
price for a comparable vehicle is $8,500.
Based on this information, your BATNA would be $8,500. This means that if you cannot reach an agreement
with the current buyer for a price higher than $8,500, you would be better off pursuing an alternative option
such as selling the car elsewhere or waiting for another potential buyer.
With this knowledge, you can evaluate the buyer's offer of $7,000 against your BATNA. If you believe that the
buyer's offer is the best you can get and it exceeds your BATNA, it may be in your best interest to accept the
offer and sell the car. However, if you feel that you can negotiate for a higher price closer to your BATNA or
even above it, you can continue negotiating or potentially walk away from the current offer.
Remember, the strength of your BATNA plays a significant role in determining your negotiation strategy and
the decisions you make throughout the process.
ZONE OF POSSIBLE AGREEMENT (ZOPA)
The ZOPA represents the overlap between the seller's and buyer's
acceptable price or terms.
However, it's worth noting that the ZOPA can vary depending
on factors such as market conditions, individual
circumstances, and the specific negotiation context. Therefore,
it is crucial for negotiators to gather relevant information,
communicate effectively, and engage in a collaborative
process to identify and expand the possibilities within the
ZOPA.
CONTRACT NEGOTIATION