Negotiation BATNAs & ZOPAs
There is no single formula for successful negotiation. In one situation, you may need to tread carefully and make concessions. In another, you can be fast and aggressive. In particular, a one-off deal is different from a series of deals with one customer or supplier. But there are a few golden rules experienced negotiators refer back to time and time again.
Feel free to request the templates firstname.lastname@example.org. I am happy to share.
1. Review the video to frame the purpose of the negotiation tools
2. Complete a BATNA template on your own business position then complete a BATNA template on how you see the position of the other side
3. Map the Zone of Possible Agreement as you currently see it
4. Identify the strengths, weaknesses and importance of the offers from both sides that can be negotiated within the ZOPA
Please do share your experiences with this model in the comments below. I am building a portfolio of small business case studies and would love to include examples of what has worked well for you.
PS – If you need further help then give me a call on 07962 626604 to arrange a Skype session with me