Expert answer:review Urys three proposals for Getting Past No an

Expert answer:review Ury’s three proposals for Getting Past No and Exhibit 11-2. Think of a negotiation that you may be preparing for or anticipate upon graduation. You don’t have to recreate the Exhibit 11-2 table formatting exactly, but in Word, please type each of the statements included and then bold format your response (in complete sentences). At the top of your document, please state the topic of the negotiation as it may not be clear to me otherwise.
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at integrative bargaining enter negotiations with a clear idea of what
they hope to achieve in an agreement and when any proposed
agreement will result in less than the minimum they are willing to
accept. They know their walk-away point or, in other words, their best
alternative to a negotiated agreement, or BATNA. The point of
negotiation is to realize an agreement that benefits you. If not agreeing
will actually achieve a better result than agreeing would, it is better to
walk away than to settle. Knowing your BATNA, as well as the other
party’s, is central to effective bargaining. Having a good BATNA
relative to the other party is key to having power. It is the basis by
which you can persuade the other party to accept a particular agreement
because other proposals are not worthy of your consider- ation, and a
result otherwise will prove less advantageous to the other party.
Conversely, having a weak BATNA relative to the other party provides knowledge about when to agree to a proposal because it meets or
exceeds your BATNA and when to walk away because agreement
would be less advantageous. In Getting Past No, William Ury suggests
having three proposals in mind relative to your BATNA when entering
a negotiation:5
■■ To what do you aspire? What would genuinely satisfy your interests and enough of the other party’s interests that would make
agreement possible?
■■ What would make you content? What would satisfy your basic
interests?
■■ What could you live with? What would you accept, even if barely,
because it is better than your BATNA?
To illustrate these positions, consider an individual pursuing employment opportunities: The individual aspires to a salary of $60,000 with
good health benefits; retirement benefits; and other perks such as
flexible hours, generous paid leave, paid parking, and tuition reim-
bursement to pursue an MBA. Though he would like to travel some, he
does not wish to be away from family for weeks on end. Advancement
opportunities within two years are also important. He would be content
with a salary in the range of $53,000 to $60,000 with full health and
retirement benefits. If advance- ment opportunities within two years
cannot be guaranteed, a job that provides solid experience and the
possibility of advance- ment within a reasonable time would be
acceptable. The perks are negotiable depending on the benefits package
the company offers. If full tuition reimbursement is not possible, some
finan- cial assistance would be helpful. His feelings on travel remain
the same. He will live with $53,000. Any less would be a deal breaker,
regardless of other considerations. So would the absence of reasonable
health and retirement benefits. His feelings on travel are also
nonnegotiable. As long as the job provides good work
experience, he will accept limited perks, no tuition reimburse- ment,
and the absence of viable advancement opportunities. He can always
find a better job elsewhere after two years and will probably do so.
With this analysis, the individual has the power of knowing what an
acceptable agreement will look like once it is presented. Without this,
he will flounder in negotiations, having no basis to recognize whether
any proposed agreement truly meets needs and interests. Indeed, he
does not have a good idea of what needs and interests are. Even when
negotia- tions do not result in agreement, there is power in knowing
when to walk away rather than accept an agreement that compromises
personal values (Exhibit 11-2).
Regarding the negotiation for which you are preparing, complete the
following:
My BATNA
Consider both tangible (money, status, things, etc.) and intangible
(love, relationships, respect, etc.) outcomes you hope to achieve and
complete the following statements:
As a result of this negotiation, I aspire to realize the following
outcome:
I would be content if I achieved the following outcome:
If I absolutely had to, I could live with the following outcome: (Note:
Anything beyond this point will not satisfy my needs and interests, and
I will be better off—or at least no worse off—with no agreement.)
The other party’s BATNA If I were the other party, I would want: If I
were the other party, I would accept no less than:
…
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