Organizing or Framing a Negotiation

The video tutorial explains how to effectively organize and frame a negotiation using a structured framework. It covers identifying interests, understanding alternatives and BATNA, and establishing a zone of potential agreement. The tutorial also discusses the bargaining range, constraints, and the development of a negotiation strategy, emphasizing the importance of planning and strategic thinking.

What is the primary purpose of organizing a negotiation?

• To become more effective

• To avoid any agreement

• To make emotional decisions

• To confuse the other party

What does BATNA stand for in negotiation?

• Best Alternative to a Negotiated Agreement

• Best Approach to Negotiation Agreement

• Basic Alternative to Negotiation Agreement

• Basic Agreement to Negotiate Alternatives

Why is it important to identify your reservation point in a negotiation?

• To ensure you never walk away

• To make emotional decisions

• To know when to walk away

• To confuse the other party

What is the zone of potential agreement?

• The range where no agreement is possible

• The distance between reservation points of both parties

• The starting point of negotiation

• The point where negotiation ends

What is the goal of shrinking the bargaining range?

• To avoid any agreement

• To increase the number of issues

• To reach a win-win agreement

• To confuse the other party

Which of the following is considered a constraint in negotiation?

• Timing

• Reservation point

• BATNA

• Zone of potential agreement

What should be developed to effectively proceed into a negotiation?

• A list of demands

• A set of emotional responses

• An orientation and objectives

• A list of constraints