Batna Negotiation

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PLANNING DOCUMENT Negotiation: New Recruit Role: Recruiter A. What issues are most important to you? (List in order of importance. May add more.) My priorities are based on the weight of how much each issue would contribute to the total points. 1. Salary 6. Bonus 2. Vacation Time 7. Location 3. Insurance Covered 8. Moving Expense Coverage 4. Starting Date 5. Job Assignment What is your BATNA? Reservation price? Target? As given, my BATNA would be to hire another candidate. My reservation point would be if the score was lower than 2200. The target I would like to achieve is of a score point of 10,300. Please refer below for the target justification: ISSUE | OPTIONS | POINTS | 1. Salary | $84,000 | -1500 | 2. Vacation Time…show more content…
Bonus 3. Vacation Time 4. Insurance coverage What might be the other party’s BATNA? Reservation price? Target? The job applicant’s BATNA would be to accept a better job offer. I would estimate that the reservation price of the applicant would be around 6,700 points. And their target would be around -5100 points. C. What are important dimensions of the case that might affect negotiation strategy? Does either party have a particular source of power? What is your opening strategy? What strategic moves do you plan to implement during the negotiation? In this new recruit negotiation, I would say that the BATNA’s of each party would have the most affect on the negotiation strategy. If the recruiter has a better applicant on their file, the negotiation strategy would perhaps be to ensure the total scores are higher than the better applicant instead of finding out if the applicant is the right fit for the job. The applicant’s negotiating strategy would also be different if he/she had a better job offer. Instead of trying to get the best total score that the recruiter is willing to give, the applicant could have more leverage if they said that a better salary/bonus was given to them in another

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