Welcome To Our

Presentation
 Team Innovation
Serial Name ID
No.

01 Tania Akter 29

02 Md.Masud 30

03 Sahanaz Rekha 64
 Negotiation
Negotiation means the process of discussion between
parties in order to reach an agreement.

Preparation

The
Opening
Agreement Negotiation Session
Process

Discussion
Important Literature on Negotiation

BATNA
WATNA
RP
ZOPA
 Case Study
Prime Textile Ltd is an 100 % export oriented company from Bangladesh.
The company has quoted to sell high quality T-Shirt $ 10 per pcs on
Alibaba.com.
The got two responses for the same. But due to limited production capacity,
Prime Textile have to select the best options from the followings,
1. H & M offered $ 7.8
2. Levis is interested for $ 7.5
The management of Prime Textile calculated that if they must have to sell
the product more than $ 8 to earn minimum profit. So they decided to wait
for better options. Three more companies offered them a few days later.
3. Wall-Mart will pay $ 8.5
4. GAP is ready to give $ 8
5. American Eagle will buy at $ 7
Finally Prime Textile made an agreement with Wall-Mart to
export T-Shirts at $ 8.5
 Findings & Analysis

Reservation price of Prime Textile Ltd. is $ 8 . Because

if is not possible for them to make an agreement
below this price.
BATNA is finding new buyers to sell above the
Reservation price of Prime Textile ltd.
WATNA is if they didnt make agreement with Wall-
Mart they have to sell the product at $ 8
 Findings & Analysis
Market research finds that no company will pay more
than $ 9 for this quality product. Again reservation
price of Prime Textile Ltd. is $ 8
So, ZOPA for the Negotiation is ($ 8 - $ 9)
Prim
e
Textil
e Ltd