Negotiation strategies and tactics: Best Alternative to a Negotiated Agreement (BATNA)

Negotiation strategies and tactics: Best Alternative to a Negotiated Agreement (BATNA)

Elaborate strategies and tactics to negotiate during an interview for a position (of

your choice) in the sport industry:

· The characters and the position can be fictional but have to be realistic.

– I would recommend that you choose yourself as the candidate for the job and that

you pick a position for which you intend to apply. Of course, you can call your

character “John / Jane Doe” and call the company where you apply “Best College of

Division 1” or whatever pleases you. I don’t need to know if you are applying in

real life;

– Be careful though, your analysis must be precise so you need to have an employer

in mind!

· You will consider potential counter strategies (BATNAs of the opponent) and

tactics from the employer (anticipate the interactions during the interview)

· Explain in detail and justify the strategies and tactics of both parties (cf. class

activities) ;


– A good BATNA must always be very detailled to be usefull. For this assignment

details include: salary, bonuses, contract lenght, benefits, etc.

– ZOPA and reservation prices are expected

· Paper: 1000 words – format: Times New Roman, size 12, line spacing 1.5 ; use

title of sections and subsections when needed

· This is an independent work

NOTE: you can help one another with the theory and/or the SWOT. Getting

feedback helps tremendously to understand one’s strengths and areas of


Evaluation criteria:

o Presentation of the document, Respect of the criteria regarding the format of the

document: 10%

o Use of the theories and principles viewed in class (SWOT, BATNA, tactics): 50%

o Explanation/Realism/ Justification of the content: 40%

IMPORTANT: You have to prepare the SWOT, BATNA and Tactics for yourself

AND study your opponent (SWOT) and forsee his potential strategies (BATNAs)

and tactics


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