Negotiation by the Numbers: BATNA, ZOPA, Concessions & Deal Value
Value your BATNA, find the ZOPA, score multi-issue packages, price payment terms, read concession patterns, test anchors on your own deal history, pick the offer with the best expected value and total up a contract: 8 graded labs on one packaging supplier's deals.
The first lesson is free — no account needed.
About this course
A negotiation course that puts numbers on one fictional packaging supplier's deals with a food company in a spreadsheet, for sales and procurement teams, managers, MBA students and anyone preparing a salary or contract negotiation. You value four alternatives by expected value to find your BATNA, derive both sides' reservation prices for five products and measure the zone of possible agreement, score three contract packages with issue weights and SUMPRODUCT to find the most joint value, turn price, payment terms, volume and warranty into the present value of each package, check that the other side's concessions shrink and project its final bid, test anchors and first offers on twelve past deals, pick the price with the highest expected value given the chance of acceptance and value a plant manager's pay package over four years. The first lab is free.
Lessons
- Your BATNA: The Expected Value of Your AlternativesFree
- Reservation Prices & the ZOPA: Is There a Deal at All? Pro
- Multi-Issue Offers: Weighted Scoring with SUMPRODUCT Pro
- Comparing Package Offers: Price, Payment Terms, Volume & Warranty Pro
- Concession Patterns: Shrinking Steps and Where the Other Side Is Heading Pro
- Anchoring & First Offers: What Your Own Deal History Says Pro
- Expected Value of an Offer: Price × Acceptance Probability Pro
- Total Value of a Package: Base, Bonus, Equity & Benefits Pro