Articles

Reading

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Text: Frenquently asked questions There are 3 categories of questions asked abot negotiating skills: price, procedures and people. 1) FAQs about price - Should I ever state my acceptable range? I shouldn't completely answer it, otherwise it would reveal my reservation price. To discourage the other side to push me beyond it I can tell a range at the end. - Should I ever tell the other side my real bottom line? I can reveal my bottom line only when I have reached it or am about to. - If the other side opens with an unreasonable offer, should I counter with an equally unreasonable offer or decline to counter at all? You have 3 options: make a joke to shoy that I don't take the offer seriously, tell the other negotiator that I have thought about another range of numbers and explain my perspective on the deal, or tell him that the offer is out of range for me and the deal may not be possible. 2) FAQs about process - Is it ever acceptable to bid against myself to ma...
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Week 4

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Week 4 - November 27th Good morning, I will give my comments about today's course (CPA case group negotiations). After a course about making concession and collaboration, listening and convincing techniques (I particularly liked the part about how to answer to manipulation techniques), we made a group negotiation: CPA case. The case deals with a fight after a payroll check theft, two long-standing employees accusing a new employee to be the thief and asking for layoff in front of the head of payroll. We were split in 3 parties: Roo Smith & Dana Petski (I was part of this group with Caroline and Assem), Sandy Brown (the accused employee, Valentin) and J.T. (the head of payroll, Joy). Our negotiation was loud and not so much cooperative from our side (according to the case's instructions) but we managed to end up with a provisional solution: J.T.-Joy promised to transfer Sandy-Valentin to another department of the company while she (J.T.-Joy) will add cameras in ...
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Week 3

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Good morning, Last week (November 13th), we did 2 exercises of negotiation. (comment written on the day of the course, with frech memories as the teacher adviced us) > First exercise of negotiation: I was buyer with Jessica (we played together); Marina was the seller. We needed 1,000 kilogram of premium-quality cinnamon for our baby-food products. The context was more complex as the last courses' negotiation, with different parameters as government subsidies, reputation about quality of products, reputation about payment terms, concurrents... The fact that we had many parameters with figures and pourcentages was making the negotiation harder for me because while the discussion and price evolved, I had to recalculate the value a few times. But the advantage of the complexity of the factors of that case is that we could create value, so enlarge our possibilities for the deal. That's how we end up by accepting the possibility of a future long ter...
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Week 2

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READING For October the 9th, we had to read the text:  Negotiation Analysis : An Introduction . Summary of the text: A main point of the preparation before a negotiation is thinking about some strategic questions. Of course, each negotiation is different and requires a particular preparation, but there are 7 basic questions we should think about to analyse well the negotiation and be ready for it:  * 1:   BATNAs (Best Alternative To a Negotiated Agreements) An agreement is possible when both parties consider that the deal is better than if they would have walked away of the negotiation process. Walkaway decision: "Agree or walk away". A BATNA is the action we would do if we can't reach an agreement, the preferred alternative. The BATNA should't be mixed up with bottom line . We should put a value on our BATNA, while a bottom line is the limit we could reach. A bottom line can lead us to get a result close to our minimum, that's why it may be dangerous...
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Week 1 - preparation for Week 2

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I will sum up the reading given for the week 2 and give an account of the week 1 class negotiations. SUM UP THE WEEKLY READINGS * Text : Four keys concepts The article highlight at first the importance of knowing our BATNA when entering a negotiation. BATNA: Best Alternative To a Negotiated Agreement. In other words, it's the solution we would chose if we don't come to an agreement. So that's the point at which we would refuse a deal with unfavorable terms. Good to know: most people don't estimate BATNA value well: we have to try to be more objective! Then to improve our position, 3 solutions are explained: improve our BATNA, identify other side's BATNA and weaken the other party's BATNA. When we have no alternative, we should create one ! No alternative put the negotiator in a very weak position (deal taker =/ maker). We have to notice that business negotiations often involve many variables: not only the price but also not quantifiable parameters; ...
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Welcome to my blog !

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Hi everyone, I'm currently studying in my first year of Master degree in Paris-Sorbonne University. I'm studying International Management and Business, English-Russian (option German). This is the blog for my business negotiation course with Ms Dutriaux. On this blog I will sum up the readings and give an account of my in-class negotiations. Thanks for the reading! :)
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