MPV_COMA
Communication
and Managerial
Skills Training
Seminar 11, 12
Trainer: Daria Kucharova
Agenda
 Test information
 Exercise 1. BATNA, RP, ZOPA
 Exercise 2. Price negotiation
 Exercise 3. Multiple-interest negotiation
Test information
 Assessment criteria:
 quantity and quality of theoretical
knowledge, understanding the theory
 ability to apply gained knowledge
 extent of the development of relevant skills
Test information
 Lectures
 Seminars
 Two study materials:
 Communication Process. Effective Verbal
Communication
 Basic Communication Skills
Test information
 Grading:
 0-59% not passed
 60-68% E
 69-76% D
 77-84% C
 85-92% B
 93-100% A
Test terms (max 3 terms)
 First term: 27.4
 Second term: 11.5
 Third term: TBA
Exercise 1
 BATNA – Best Alternative To Negotiated
Agreement
 RP – Reservation Price
 ZOPA – Zone of Possible Agreement
 You are preparing to negotiate the sale of
your bike with a buyer, Thomas. He
responded to an ad that you posted one
week ago on web. You don’t have other
buyers.
 You have to earn at least 4000 from the sale
to finance the purchase of a car that you
have ordered. You want to keep your bike for
a month until you have the new car.
 The reasonable value of your bike is 5000 (you
checked similar sales on internet).
 If you can’t find a buyer willing to pay at least
4500, you will sell the bike to a friend, Nick, for
4000. You know that he will let you keep the
bike as long as you need it.
Key questions for analysis
 What is your overall goal in the negotiation?
 What issues are most important to you in
reaching this goal? Why?
 What is your Best Alternative to a Negotiated
Agreement (BATNA)?
 What is your Reservation Price (the lowest
price that you will accept in this negotiation)?
 What is your most likely price?
 What could be your offer (stretch
price/anchor)?
Key questions for analysis
 What is your overall goal in the negotiation? Sell
your bike
 What issues are most important to you in reaching
this goal? Why? Price – because you need money
to buy a new car, and transfer date – because you
need the new car for 1 month
 What is your BATNA? Sell the bike to your friend
 What is your Reservation Price ? 4500
 What is your most likely price? 5000
 What is your stretch goal? 6000(?)
Key questions for analysis
Where is ZOPA?
ZOPA
Negotiation
 Anchor effect
 Anchor when you have a strong position
 If you are in a weak position or lack
information
 How much?
 Result vs. relationship
 Credible
Exercise 2. Price negotiation
 Adapted from book Negotiation Genius
by Deepack Malhotra and Max H.
Bazerman
Negotiation
 Win-Lose vs. Win-Win
 Position-based vs. Interest-based
 Value distribution vs. Value creation
Negotiation
1. Positioning (win-lose)
2. Discover interests (win-win)
3. Generate options (both)
4. Finalize agreement (both)
Exercise 3. Multiple-interest
negotiation
 An Education service scenario
Discussion
 Self-Assessment
 What did you do well?
 How can you improve?
 Feedback for the Other Side
 What did the other side do well?
 How can the other side improve?
Thank you for attention!