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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Posts les plus consultés de ce blog

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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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 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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