kolb & carnevale -when dividing the pie - smart negotiators get creative

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1、profitablecasinoscanbeandthatthebenefittotheentrepre-Herespondedwithatextbookanalysis:“OurBATNAwastoneurofsecuringtheoptimallocationratherthanasecond-lookaroundforsomeothermajorcontractinwhichtobestBATNAwasworthmuchmorethan$8.5million.powerfullydemonstrateourcapability.”Whenpressed,hecontinu

2、ed,“Well,myBATNA,asanewhire,wasprobablyto4.Thinkthroughtwo-levelBATNAslookaroundforanotherjobifIdidn’tgetthedeal.”Inmostbusinessnegotiations,youfacetwocounterparts:Mostmeaningfulnegotiationsoccurbetweenorganiza-theindividualacrossthetableandtheorganizationherep-tions,notindividuals—yetindi

3、viduals,notorganizations,resents.Thismeansyou’refacingtwoBATNAsaswell.negotiatedeals.Thus,it’scrucialtoconsidertheincentivesSophisticateddealmakersthinkthroughbothBATNAs—oftheindividualacrossthetable:Howisshecompensated?theorganization’sandtheindividual’s.Howlonghassheworkedforthecompany?W

4、hatareherInonereal-worldcase,avacationresortwasseekingtolong-termaspirations?Onlybyexaminingbothpiecesofhavecertainequipmentinstalledonitsproperty.ThetheBATNAwillyougainacompletepictureoftheotherequipmentmanufacturersentFrank,theCEO’snewlyside’swalkawayalternatives.✧hiredlieutenant,tonegot

5、iatethismajorcontract.Theresultingdealwasextremelysuccessfulforbothsides.GuhanSubramanianistheJosephFlomProfessorofLawandBusinessatAfewyearslater,themanufacturerhelditsannualmeet-HarvardLawSchool,theH.DouglasWeaverVisitingProfessorofingoftopmanagersattheresorttoshowoffitsinstallationsBusin

6、essLawatHarvardBusinessSchool,theacademiceditorofandcelebratethedeal.ThetwoorganizationsheldapanelNegotiation,andcochairoftheProgramonNegotiationatHarvardUniversity.Hecanbereachedatnegotiation@law.harvard.edu.discussiontoreflectonthedynamicsoftheirnegotiation.AtToorderareprintofthisarticle,

7、call800-391-8629.onepoint,themoderatoraskedFranktorevealhisBATNA.ACROSSTHETABLEWhenDividingthePie,SmartNegotiatorsGetCreativeDon’tsettleforuninspiredcompromises.Findwaystomodifyandexpandresourcestoachievemorevalue.BYDEBORAHM.KOLBANDPETERJ.CARNEVALETYPICALLY,WH