pre-negotiation structure, batna, reservation value, zopa, sample case study

Goal: Employ A.F. as training instructor for 10 hrs in-company training.

Venue: Krakow

Info about instructor: A.F. has Phd degree. Professional. Woman. Owns a cat. Likes volleyball. Likes sunny weather. Into social responsibility. Married. Lives in Lodz.

Average hourly rate for phd possessing instructors: 150 PLN (range 100-200 PLN)

pre-negotiation structure for the situation.

We want Anna Frudel to go to Krakow and conduct some lectures for our team – 10h. Preferably it should be in April, preferably on a weekend, so that employees do not have to waste time during the week. You have limited budget, but no other clues.

Make some pre-assumtions concerning the figures. Consider what factors should be estimated / taken into account to calculate BATNA, ZOPA and Reservation Value.

Please remember that all the time we are trying to increase the value in negotiations, we do not talk about a piece of cake but stick to the principle that we try to bake the whole cake.  That is, we increase the value in the negotiation process. As you value these additional aspects, please estimate their value, at least try.(like covering a pets allowed airbnb or tickets to animaginary volleyball game)  Try to focus on analytical approach to negotiations based on data and information.