Negotiation: BATNA, ZOPA, and Communication Log

Running Head: NEGOTIATION
NEGOTIATION
Name of the Student:
Name of the University:
Author Note

1NEGOTIATION
STEP 1
1.
In the theory of Negotiation, BATNA or it is also called as the Best Alternative to Possible
Agreement is the most benefited way of doing things that a party can do if there is no possibility
to reach an agreement and if bargaining fails (Steele and Beasor 2017). This includes several
situations like appeal to the ruling of court, strikes’ execution, negotiation of suspension and
many others (Gonçalves et al. 2016). BATNA is the force behind the winning negotiator and the
way to focus (Brett and Thompson 2016). There must be care taken to assure that the deals are
valued accurately, all considerations are taken in account like value and time of money, value of
relationship and the mindset of the party to stay up to the negotiation side (Zahariadis, 2017).
There are other considerations that are not easy to value as they are based on qualitative or
uncertain considerations and not based on easily measurable factors (Pinkley et al. 2017). The
following are The Best Alternative to Possible Agreement for the Elite Sport Stars with respect
to the legal agreement of endorsement with the company named DeGrandis Sporting Goods in
relation to Kobe Bryant for the bargain of the contract of advertisement campaign to endorse
basketballs that the company sells:
Initially, BATNA will be the deal with the different retailer of sporting goods, Exercise supplies
and they have offered to give the contractual fees of $521,740 that can get high by 15% by
negotiation. This states that if we do not get the deal with the DeGrandis Sporting Goods, then
there is another option to deal with the Exercise Supplies with the endorsement contract. If there
is any deal with the other party by negotiation then it must not be less than the price above
mentioned plus 15%. Thus our reservation value is $600000.

2NEGOTIATION
2
The following are The Best Alternative to Possible Agreement for the Elite Sport Stars with
respect to the legal agreement of endorsement with the company named DeGrandis Sporting
Goods in relation to Kobe Bryant for the bargain of the contract of advertisement campaign to
endorse basketballs that the company sells:
The other party who is negotiating has BATNA so that they can sign the legal agreement with
the other basketball player with respect to the legal agreement. However, the BATNA of the
other party is not said to be as strong as they are keen to endorse the star basketball player Kobe
Bryant with respect to the product they sell for the campaign of advertisement. The party is Pisey
Kim with whom we will be bargaining with in respect to the situation. Initially, the value of
reservation for other party will not be high because they have lower estimate that might be used
by them for the justification of lower contract fee for advertisement campaign. Therefore, around
$620000 is what our estimation is for the value of reservation.
3
The full form of ZOPA range is Zone Of Possible Agreement Range (Chamoun-Nicolas and
Hazlett, 2019). This is also said to be as the bargaining range and it states out the intellectual
zone among the two parties where they can get an agreement (Patel and Rubin 2016). There is no
possibility of any kind of agreement among the two parties outside this zone (Elfenbein 2015).
For example, where an individual for a specific span of time wants to give money at a particular
rate of interest and the other individual who wants to take money has other interest in his
mind.ave the mutual understanding with regards to the interest. It is also said that ZOPA is

3NEGOTIATION
important to carry out the negotiation in a good way. In order to search whether there is ZOPA or
not, then both the parties need to understand the needs and value of one another. This needs to be
carried out initially and it also needs to be changed whenever more information is gathered.
Therefore to find ZOPA, we need to evaluate the values of reservation of both the parties. When
we will negotiate with the party then we must know that the deal will not be less than $600000.
Thus this value might be considered as the value of reservation for us. Initially, the value of
reservation for other party will not be high because they have lower estimate that might be used
by them for the justification of lower contract fee for advertisement campaign. Therefore, around
$600000 is what our estimation is for the value of reservation. In regards with the advertisement
period, the other party will be looking for association for long term. It can be stated from both
ranges that the possible agreement zone is as follows:
As our reservation value is 600000 and the reservation value of the other party is around 620000
therefore we believe that the zone of possible agreement in this situation would be around
617000. This has been calculated based on the circumstances of the other party and taking out
consideration the history of their previous negotiations.
STEP 2
Communication Log
DATE COMMUNICATIO
N
METHOD
Item Discussed Outcome Notes
1/2/2019 Phone The
advancement of
The other party
was enthusiastic