CS-NEGOTIATION KEY TAKEAWAYS SESSION 3-4

Adrian Tajmani
MIM Section 5
For this session we talked about the interest of the parties and motivations to
negotiate in the first place. We talked about how interest tend to be more
abstract in negotiations putting as an example the negotiation for a job
application as a student.
Then we defined that the way to make those interests real is to set objectives
which must be specific. Based on those objectives one must start thinking about
all the variables to include to meet the desired objective by listing components
or issues. After that they need to be prioritized to transform them into options as
packages of issues, allowing both parties to be more cooperative in the
negotiation. If it is not possible to match options with the other party, there can
be alternatives, that also must be ranked to get the BATNA.
One important factor to include in the proposed negotiation is to include
elements that support your proposal and to get external legitimacy for your
arguments. Also there is a persuasive effect based on the abstract information
that supports the criteria.
Finally we discussed the Hamilton case, and prepared a worksheet in order to
negotiate in class. The case went about a negotiation to buy a piece of land for
future investments. One of the main takeaways was that as different information
could be shared there were different implications and results for both parties.