Reports on the Batna Negotiable Agreement

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

NEGOTIATION1
STAGE 1:
1. Best Alternative To Negotiable Agreement, hereinafter referred to as the BATNA is a
term that has been introduced by William Ury and Roger Fisher in their bestseller named
‘Getting to Yes: Negotiating Without Giving In’ in 1981 (Greenberg 2019). BATNAs are
important in a negotiation process as no wise decision can be reached unless a clear
knowledge of the alternatives that are available is known (Sebenius 2017). The
negotiating power is increased when there is an increase in the BATNA (Marsden and
Siedel 2017). When other options are not available, then the other parties can increase
their demands and the concerned party will be left with no other options other than
accepting it (Brett and Thompson 2016). On the other hand, when good options are
available one can bargain and negotiate with the other parties. Hence it is important to
improve the BATNA whenever it is available (Crump 2015). In the present scenario, the
BATNA that can be availed by my client are as follows:
 The present contract fee pertaining to advertisement campaign for Serena Williams as
an alternative sports star is 705880 dollars.
 This fee can be reduced by a margin of 15 % discount due to which the price will be
equal to 599,998 dollars.
 Hence the reservation value will be around 599,998 dollars and this will be the
minimum price below which the contract fee cannot be negotiated.
2. Best Alternative To Negotiable Agreement or the BATNA is an important part in a
negotiation process as no wise decision can be reached unless a clear knowledge of the
alternatives are known (Mackenzie, Vincent and Zeleznikow 2015). When options are
not available, then the other parties can increase their demands and the concerned party

NEGOTIATION2
will have to accept it (Lechner and Wüthrich 2016). Moreover, when good options are
available one can bargain and negotiate with the other parties (Schaerer et al. 2019). In
the present situation the Best Alternative To Negotiable Agreement, hereinafter referred
to as the BATNA that is available to the other party are as follows:
 The other party can sign a contract with Maria Sharapova for the purpose of reserving the
tennis racket.
 The other party can make investment in other company as they are not in any hurry or
rush in this regard.
The reservation value pertaining to the other party is 811,762 dollars. This is
because according to the other party represented by Adam Murphy, their endorsement
with Maria Sharapova for a month is about 660,000$ as the contract fee. Moreover
Adam, the other party is ready to get 620000 dollars for a period of 2 months of
endorsement.
3. The Zone of Possible Agreement is denoted by ZOPA (Allen 2015). ZOPA refers to a
range in within which bargaining can be done by two or more parties so that a common
point is reached (Jung and Krebs 2019). Usually ZOPA will exist only when there lies
some overlapping of the expectations of the parties negotiating in reference to an
agreement (Roese and Meyer 2017). It usually denotes the blue sky range where deals
can be made in such a way so that all the parties in the negotiation will find it acceptable
(Lewis et al. 2018). As per the current scenario, the ZOPA will be approximately about
600098 dollars which is near to the value reservation of my client (Patel and Rubin
2016). Hence the best strategy that can be applied here is that we are unable to negotiate
below 599,998 dollars as we are also having many other expenses that are required to be