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  • BATNA, Criteria and Process Table

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    tohcharmaine16
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    This document contains templates for preparing for a negotiation exercise, including spaces to list your role and the name of the negotiation. It also includes preparation tables to think about your and your counterpart's best alternative to a negotiated agreement (BATNA), criteria for reaching an agreement, and processes for improving positions and finding agreement. The tables have sections to list alternatives, consider pros and cons, and identify ways to strengthen positions and find objective standards for the negotiation.

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    2. BATNA, Criteria and Process Table

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    This document contains templates for preparing for a negotiation exercise, including spaces to list your role and the name of the negotiation. It also includes preparation tables to think about your and your counterpart's best alternative to a negotiated agreement (BATNA), criteria for reaching an agreement, and processes for improving positions and finding agreement. The tables have sections to list alternatives, consider pros and cons, and identify ways to strengthen positions and find objective standards for the negotiation.

    Copyright:

    © All Rights Reserved
    Download as DOC, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as doc, pdf, or txt
    21 views1 page

    BATNA, Criteria and Process Table

    Uploaded by

    tohcharmaine16
    This document contains templates for preparing for a negotiation exercise, including spaces to list your role and the name of the negotiation. It also includes preparation tables to think about your and your counterpart's best alternative to a negotiated agreement (BATNA), criteria for reaching an agreement, and processes for improving positions and finding agreement. The tables have sections to list alternatives, consider pros and cons, and identify ways to strengthen positions and find objective standards for the negotiation.

    Copyright:

    © All Rights Reserved
    Download as DOC, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as doc, pdf, or txt
    of 1

    My Name:

    Name of Negotiation Exercise:


    My Role:

    (2) PREPARATION TABLE FOR THINKING ABOUT BATNA, CRITERIA & PROCESS

    Our possible Pros Cons Improvement of Their possible Pros Cons Alteration of Possible objective
    alternatives my BATNA alternatives their BATNA criteria that can
    What could I do to What can I do to What could they What can I do be used to
    satisfy our (After considering pros & improve my do to satisfy their (After considering pros & legitimately to determine terms
    interests if we do cons, underline your BATNA? interests if we do cons, underline their possible make their of agreement
    not reach an BATNA) not reach an BATNA) BATNA less (Eg. market price,
    agreement? agreement? attractive? industry practice
    (List max. of 3) (List max. of 3) etc)

    Note: This table should be used in addition to issues, interests & options table

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