Explain 4 things you really want to do before negotiation. If you want to win a negotiation. Created by Shoe-G Ueyama http:///www.shoe-g.com/

1. 4 things to prepare
before negotiation
Shoe-g Ueyama
2012
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2. 4 things to prepare before negotiation
1. Define your point.
2. Create a reservation point.
3. Develop your BATNA.
4. Prepare your logic to support your point.
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3. 1. Define your point.
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4. Case study. 1
Mike’s point is to buy a used text at $50.
Premise
• Mike is a first-year undergraduate.
• He wants to buy a second hand text book.
• New text book costs $100. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential
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5. Case study. 1
Jenifer’s point is to sell her used text at $90.
Premise
• Jenifer is a sophomore, and just finished
the class mike’s going to take.
• She put a sign on a board that her text is for
sale at $90.
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6. 2. Create a
reservation point.
the quantitative
trigger point where
you will take your
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next best alternative.
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7. Case study. 2
Mike can pay up to $80 for the text.
• Mike is a first-year undergraduate.
• He wants to buy a second hand text book.
• New text book costs $100.
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8. Case study. 2
Jenifer won’t sell her text under $60.
• Jenifer knows the text book is sold at a
second hand book store at $60.
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9. 3. Develop your BATNA.
BATNA stands for
Best Alternative To Negotiated Agreement
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10. Case study. 3
Mike’s BATNA is
1. If I can’t buy from Jenifer I will find another
person to buy.
2. If I can’t but the text I will ask my friend to
XEROX it.
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11. Case study. 3
Jenifer’s BATNA is
1. Sell my text to another person.
2. Sell my text to a second hand book store.
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12. BATNA gives you
1．Space in your mind.
2. Power to negotiation.
3. You won’t end up having a bad result.
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13. 4. Prepare your logic to
support your point.
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14. Case study. 4
Mike’s Logic
1. Jenifer’s text bad condition might be a key to
lower the price.
2. The present text will change next year. So
Jenifer has to sell this year.
3. The number of students are less than 10. So
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there are not many students who needs to buy.
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15. Case study. 4
Jenifer’s Logic
1. The condition of the text is very good to sell
around $90.
2. I marked all the points which appears in the
exam.
3. I’m likely to have more people to buy my
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text. ©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential

16. 4 things to prepare before negotiation
1. Define your point.
2. Create a reservation point.
3. Develop your BATNA.
4. Prepare your logic to support your point.
©2012 Shoe-g Ueyama All Rights Reserved. | Proprietary and Confidential
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