Strategic Negotiations for Sustainable Value

Negotiation as a process Three

DOI: 10.4324/9781003001010-3

Negotiation as a process

Overview of relevant themes

• Negotiation as a process aiming at a jointly decided action
• Differences are the raw materials of the negotiation process
• ZOPA and BATNA
• Interests, issues, positions
• Five core concerns
• Value creation through wise trades
• Give-and-take process
• Giving in vs. demanding

Think about differences as a source of value. How is value created in strategic negotiations? What happens when we ignore the interests and the core concerns of our counterparts or when we treat them as adversaries. Price negotiations and ZOPA. Do you need to negotiate sequentially or simultaneously? Consider moves away from the negotiation table to create a favourable ...