(Solution) CIPS Negotiation Plan (PIN) BATNA in the Commercial Negotiation Plan

Solution

In the preparation and planning stage of negotiation, it is important to achieve objectives of negotiation. The best practice is to formulate Best Alternative to Negotiated Agreement (BATNA) identified to be an option of MIL and provides a chance for negotiating on their area of consideration (Letendre & Abramson, 2021). In ADWS case, the BATNA would be developed in line with;

• Identify and emphasis entire alternatives in initial phase of negotiation
• Value the overall alternative- the entire alternatives are valued and noted with their values established
• Data and information used for proving the entire alternatives with best strategy entailing sourcing options with maximum outcome
• Identify the available option when negotiation does not work as expected

For ADWS, the PS&M team is supposed to understand the importance of achieving the BATNA and have awareness of entre expectation for their negotiation outcomes. They become well positioned to gain power and be confident with negotiation process. The identification of ZOPA is relevant for managing any misunderstanding as part of negotiation process. Further, it is identified to substitute how the buyer and sellers are settling their disagreement critical for a buyer in the negotiation process;

Figure 1:Achieving BATNA and ZOPA Analysis process

Source: CIPS Module Notes Summary

2.1.7 Negotiation Approaches Selected

The decision on best practice to be used in negotiation is essential to identify as the planning/preparation stage. According to Mwagike and Changalima  (2022), the different practices establish scope of various parties persuading suppliers and other stakeholders. They are informed by intuition and impact scope;……

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