BATNA AND ZOPA

It is said that when a person does not have the power to make a decision to carry out a
negotiation often takes the wrong path in order to get what you need.
Usually a good negotiator must have the following characteristics:
Having several alternatives to finalize the negotiation.
Having already established what you want to get into a negotiation
Be very flexible in order to take a decision that favors the two parts of the business.

Well then start talking about BATNA is:
It is the course of action to be taken by a party if the current negotiations fail and an
agreement can not be reached. BATNA is the key objective and the driving force behind a
successful negotiator. A party should generally not accept a resolution worse than your
BATNA. Care must be taken, however, to ensure that agreements are accurately valued,
taking into account all relevant considerations, such as the value of the relationship, the
time value of money and the possibility that the other party will fulfill its part of the
treatment. These considerations are often difficult to assess, as they often are based on
uncertain or qualitative considerations, rather than easily measurable and quantifiable
factors.
It is said to have a good BATNA increases the bargaining power, so it is important to
improve the BATNA as much as possible.
Good negotiators know when their opponent is desperate to reach an agreement. When
this happens you should use the more demanding situation because his opponent is
conscious surrender.

As in everything there is a counterparty when determining your BATNA should consider
the alternatives available to each party. It can sometimes be overly optimistic about their
options. The more you know about your options will be better prepared to negotiate. And
so you can develop a more realistic view of the results and can get reasonable offers.

The BATNAs are not always apparent.
1. Develop a list of actions you can take if no agreement is reached.
2. Any improvement to turn promising ideas into practical options.
3. Select, tentatively, an option that is considered the best.

Well and after mentioning it now BATNA ZOPA talk about.
For the zone of possible agreement (ZOPA), in business describes the intellectual area
between two parties which came together to make an agreement that both parties can
negotiate.
Within this zone agreement is possible. And out of the area, no amount of negotiation
will produce an agreement.
The search process in this area requires some research work where everything needed to
make it work.
As this process begins with a proposal submitted by a person, business entity or an
organization known as a proponent. This is the person who makes an offer on the table.
The receiving end of a proposal known as a prospect. This is the person or entity to
consider the merits of the bid or proposal. Perspective and accept the offer, make a
counter proposal or reject it outright. This is where the game begins to be seriously fun.



Once explained trading methods were mentioned some strategies to carry out the
negotiation.
A great strategy is important to collect and analyze as much information from the
counterparty either before or after the negotiation process.
Any information that makes us better understand the other party, will put us in a better
position to negotiate.
The aspects that we must seek information about their motivations might be, needs and
interests, their priorities, their wing options trading, your trading style, strengths and
weaknesses.
This information could be obtained through formal or informal questions, through the
intervention of his words, actions and non-verbal language.
Another may be to form coalitions in these negotiations involve temporary alliances
formed between entities or individuals, either naturally or artificially in order to defend
common interests and negotiate with a third party.
Building coalitions with one or more parties is another trading strategy because it can
work together allows us to get a better position or bargaining power.









BIBLIOGRAPHY

http://en.wikipedia.org/wiki/Best_alternative_to_a_negotiated_agreement
http://www.iberoonline.com/demo_spc/NE/N4/unidad1/nespci03.html
-Roger Fisher y William Ury. Getting to Yes: Negotiating Agreement Without Giving In.
Nueva York, Penguin Books, 1981, p.104.
http://www.negotiations.com/articles/zopa/


















INSTITUTO POLITCNICO NACIONAL

ESCUELA SUPERIOR DE COMERCIO Y
ADMINISTRACIN UNIDAD SANTO TOMAS




NEGOTATION STRATEGIES


HERNANDEZ CONDE GUADALUPE



Alvarado Gonzlez Sandra

4NV7

28/08/12