Jared Berger

p. 8
Appendix: Sample Planning Document
Winter 2015 ORGS 6560F

Negotiation: Alpha-Beta

Role: Alpha

What issues are most important to you? (list in order of importance)

1. # of different models involved
2. # of Beta Inc units imported and/or produced under licence
3. Technology Sharing
4. Royalty
What is your BATNA? Reservation Price? Target?
BATNA: Negotiate with at least two other producers in order to have complete
product line. Will cause a delay
What are your sources of power?
We have strong expertise in factory automatic capacity. Thus, our competitive
advantage and expertise represents our main source of power in the negotiation.
What issues are most important to your counterpart? (list in order of
importance)
The issues most important to my counterpart has not been made available. Though
Ive put together a list of thoughts.
1. Become a worlds largest producer of robots
2. Strong and reliable exporter of robotics
3. Produce universal robotics (equipped with sensors, etc)
What is your counterparts BATNA? Reservation Price? Target?
Counterparts BATNA: Negotiate with other robotic manufacturers in Beta where
there are over 150 robotic companies.
Counterparts Reservation Price: Unknown to Alpha
Target: Unknown to Alpha
What are your counterparts sources of power?
Betas source of power is Alphas lack of a strong BATNA. Alpha is eager to make a
deal with Beta or else they would have to negotiate with 2 producers resulting in a
delay. Furthermore, Betas BATNA is a source of power that would allow them to cutoff negotiations and talk to different robotic companies.

What is your opening move / first strategy?

I will start a discussion of the issues and how we can maximize our outcomes. I will
try to promote a frank and honest discussion. I will ask for everything I want
(highest target) and explain how this would benefit them as well.
Other important information / considerations