Negotiation Style and BATNA Exercise

This article discusses the importance of negotiation and the different styles of negotiation. It also includes an exercise on BATNA (Best Alternative to a Negotiated Agreement) and how to use it to increase negotiating power. The exercise involves negotiating for better compensation for an internship. The article concludes with expected resolutions and alternatives.

Negotiation Style and BATNA
Exercise

NEGOTIATION STYLE
I think that negotiation plays a significant role in every aspect of life. It is a framework
that assists in creation of any agreement or addressing disagreement. In my opinion
negotiation is a technique leading towards the superior decision to maximize the
interest. It can be said that negotiation is about problems, process, and connections.
Problems are the goal where the negotiator wants to reach, process is normed on which
parties provide their consent, and connection with parties is very important for
successful negotiation.
Further, in my opinion, Interest-Based relationship approach is the nest method for
addressing the conflict. As in this approach, it is ensured that relationship is considered
a priority. Further, individuals are separated from their problems, and it enables me to
discuss the problem without harming the connections with such person. In addition to
this, I also understand that for resolving conflict it is required to give emphasize on
distinct interest rather than positions, so that opinion of parties can be considered in
proper way. Moreover, for effective negotiation I learn that along with discussion,
dynamic listening is also required.
I considered myself as mediocre negotiator as some point in time, and I am able to
negotiate in a good manner by considering the problem and maintaining relationship
with person. However, my negotiation skills are not much effective; it is because I do not
have capability of quick decision making.

My area of strength in negotiation is the effective communication skills; it is the way by
which I can communicate my opinion to other party is a proper manner, which assists in
influencing the perception of other people since misunderstanding can take place in
case if I am not able to state my viewpoints in significant manner. Along with this,
another strong point is that building relationship with party. It has been seen that while
negotiating relationship should be considered as first priority, therefore, it leads to me
towards successful negotiation. I also possess problem addressing skills, so that I am
capable of seeking several answers to the issues. Despite several strengths, still there
is requirement for improvement. I need to enhance my effective listening skills. It
consists of capability to understand the body language and oral communication of other
parties; however I am not able to identify their thought on the basis of body language of
person. In addition to this, I am also required to improve my collaboration skills, which
assist in addressing the issues by considering the viewpoints of both sides.
From this class, I learned several aspects related to negotiation. I understand the
meaning and importance of negotiation. This class also provides me understanding
regarding the process of negotiation, which is very beneficial for my future, as
negotiation is required everywhere. I also understand that there is five distinct styles of
negotiation such as challenging, escaping, accepting, cooperating, and compromising.
Moreover, I also recognized intangible and tangible elements of negotiation. Overall,
this class assists me in developing excellent knowledge regarding negotiation.

BATNA EXERCISE
Brief background leading to the negotiation or conflict:
Last summer, I applied for an internship in a prestigious company with the objective to
improvise my resume, it was a 6-hour job, and however their pay-scale was not
according to the job efforts and contribution. The pay was not sufficient, as considering
the job nature and timing, but I still wanted the job because of the company’s leading
image and position, this was a great opportunity for me to improvise my internship as a
whole, but it lacked the effective compensation structure. This is a kind of negotiation
asking for effective compensation.
Facts/arguments in favour:
 I was more qualified, in comparison to other interns.
 I have experience in this specified field.
 I am an obedient and quick learner with good communication skills.
For me, the only way to find the best alternative in any negotiation is that I do my
homework. I am researching the current market and the salaries offered in the industry
for the same job role. The best alternative for me is to look out for the compensation
band of the company for someone having same skills and experience like me. While
knowing how much value I would be able to create for an employer and how much
worth would be added if they hire me as an employee. I would also make use of rich
information available on internet and searching all around, and using the same to
establish a benchmark.

The Best Alternative to a Negotiated Agreement (BATNA) helps in increasing the
negotiating power by making a reduction in the possibility that one has to accept what
has been proposed by the negotiating counterpart. In a situation where the proposed
agreement is good as compared to the BATNA, then the candidate must go for
accepting the proposal, and if it is not then they must reopen negotiations afterwards or
at the negotiation end (Budjac Corvette, Glasgow, Fisher, & Ury, 2017).
Option to get an internship in a competitive firm:
As an intern, I can offer my best of experience, skills and sincerity to them, with the best
of my knowledge, efforts and contributions. Furthermore, being more competitive from
all the preset interns, and having extraordinary qualifications and skills, I would lend
utmost contribution to the company, and still if they would not consider arguments from
my side, and if does not creates a win-win situation, I had another option to choose
another competitive firm over this offer. So, therefore it is essential for me to consider
BATNA, which should be kept strong and updated from my side, with better alternative
in hand.
Alternatives:
There are two alternatives, namely agree to work on low pay, or to skip this job.
The first option for an unsuccessful negotiation is to work on reduced monetary pay
however this is least preferable option for me. It is because I will put my efforts for this
job to be productive for company by keeping learning attitude and it returns a decent
pay is a genuine expectation. So by considering my BATNA, I will showcase my skills
and capabilities in an effective way to convince recruiters.

For a negotiation, there are two successful outcomes, i.e. to accept this internship or to
consider other alternatives. In situation where there will be no raise then walking away
will only be option. However, it will be disheartening for both the parties, but sometimes
it is necessary. By considering BATNA, I will consider this my last option to tell employer
regarding my options by considering other internship offers for similar companies.
Expected resolution
The expected resolution for this conflict is that, regardless of the travel expenses,
decent pay has been expected by me from the company, as seeing my personal
experiences, skills and capabilities. Since, the job would help in enhancing my resume
and internship, and providing me the opportunity to meet my career goals, but it is not
fulfilling my monetary needs.
Therefore, the expected resolution can come in the form of raising my monetary
compensation to some extent. In this case, it is always essential to consider the
BATNA, i.e. best alternative to a negotiated agreement which would help in determining
in what is aimed by me for a specifies scenario and leveraging the next big thing.
In this there are some alternatives which can come in the form of resisting settlement for
something less expected as compared to the bottom line. These alternatives will be to
consider other options for internship and to compromise with first choice.

REFERENCES
Budjac Corvette, B. A., Glasgow, H., Fisher, R., & Ury, W. (2007). Conflict
management: A practical guide to developing negotiation strategies. Upper Saddle
River^ eNJ NJ: Pearson Education, Inc..