Scope for Agreement - Key Concepts in Negotiation

Can your negotiation reach an agreement? The answer lies in the overlap between your interests and the other party's. This is the 'scope for agreement'. This video introduces you to this concept, and to the related concept of 'scope for negotiation'. Watching this video is worth 1 Management Courses CPD Point*. (See below for more details) This video is part of course module number 5.2.2 Program 5: Managerial Skillset Course 2: Negotiation Section 2: Key Concepts in Negotiation Other videos about Key Concepts in Negotiation include: . Core Principles of Negotiation    • Core Principles of Negotiation   . Five Basic Negotiating Strategies    • Five Basic Negotiating Strategies - Key Co...   . Scope for Agreement    • Scope for Agreement - Key Concepts in Nego...   . Four Primary Negotiating Behaviors    • Four Primary Negotiating Behaviors - Key C...   Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video: . Fundamental Model of Negotiation -    • Fundamental Model of Negotiation - the Bas...   LESSON NOTES ============= The best way to visualize the interests of the two parties is as two circles - a Venn diagram. Where they overlap is the Scope for Agreement. But we can also represent positions, BATNAs, and offers on a line. There will be a gap between their offer and your offer But you also need to add in your BATNA – your walk-away point - and theirs. [BATNA = Best Alternative to a Negotiated Agreement] This range gives the true SFN: Scope for Negotiation. But each of you has a PSFN: Perceived Scope for Negotiation. This is based on where you each perceive the other’s BATNA is This can be wider or narrower than the true SFN RECOMMENDED EXERCISE ====================== 1. When you prepare for your next negotiation, think carefully about: Your starting position Your BATNA And your perceived scope for negotiation (2 MC CPD Points) 2. If you need to, re-watch our video on the Preparation Stage of the basic proces of negotiation -    • Preparation Stage of the Negotiation Process   DOWNLOADS =========== Free Resources CPD Tools - https://gum.co/MC-CPD Paid resources Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3) RECOMMENDED READING ===================== Negotiate Wisely in Business and Technlogy (A basic introduction) https://geni.us/a2n1T6Y Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr Getting to Yes (the classic text) https://geni.us/U3CjduK Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7 Bargaining for Advantage (another classic) https://geni.us/anBn Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ Management Courses Continuing Professional Development (CPD) Points =========================================================== You can record your Management Courses CPD points on our free, downloadable CPD record log. Download it here: https://gum.co/MC-CPD Each video has two levels of MC CPD points. For this video: If you simply watched the video, record 1 MC CPD points If you also carried out all of the recommended exercises, score a total of 3 MC CPD points ___ Note: Links to our book recommendations are affiliated through Amazon #Negotiation #ManagementCourses #ManagementTraining