Select Page

Jack is successful in getting a raise in salary. He can now afford a new minivan and a bigger home for his family. But before he purchases a minivan, he decides to privately sell his sports car. After all, he was successful in negotiating a higher salary, so how hard could it be to negotiate a good price on his vehicle?
Within a day of posting his sports car for $19,000 in the local newspaper, Jack received several offers for his sports car. His sister, Jill, offered him $16,000. His neighbor Alex offered him $17,000 and some guy named Bob offered him $18,000. Jack wants to wait a few more days to see if more offers will come to him. Although he wants $19,000 for his sports car, he knows his BATNA (Best Alternative to a Negotiated Agreement) is $18,000.
Knowing your BATNA—the best alternative action or outcome of a favorable value that you are willing to take if your current negotiated agreement does not produce an optimal result—is important in any negotiation. With additional preparation and persuasion strategies, it can be leveraged to achieve successful negotiated outcomes. For this week’s Assignment, you apply BATNA along with persuasion strategies to the scenario involving Jack detailed above.
To prepare for this Assignment:

Review all of the scenarios involving Jack throughout this week.  What are the key aspects of Jack’s life that play a role in his current negotiation?
Think about how using BATNA as a preparation strategy might improve Jack’s chances of a successful negotiated outcome. What are all of Jack’s available alternatives? Which of those alternatives are the most promising and practical?
Consider the application of specific persuasion strategies in Jack’s car sale negotiations. How will Jack’s credibility, language use, and tactics prove important to achieving a successful negotiation outcome?

The Assignment:
Submit a 3-page paper addressing the following:

Briefly describe Jack’s negotiation situation using the five Ws: who, what, when, where, and why.
Identify the BATNA and all available alternatives for Jack’s negotiation situation.
Explain how each of the alternatives you have identified would help Jack achieve a successful negotiation.
Explain two persuasive strategies that might be used for a successful outcome.
Explain the outcome of Jack’s negotiation based on your application of BATNA and persuasion strategies and how both additional preparation and persuasion strategies affected the outcome.

References must come from some of the following sources:

Larson, C. U. (2013). Persuasion: Reception and responsibility (13th ed.). Boston, MA: Wadsworth.

Chapter 12, “Becoming a Persuader”

“Building Your Credibility” (pp. 350–352)
“Wording Your Message” (pp. 352–354)
“Delivering Your Message” (pp. 355–357)
“Common Tactics in Persuasion” (pp. 357–361)

Chapter 12 provides guidance on developing and delivering a persuasive message.

Barron, J. (2012). Two types of value: Knowing what counts in negotiations. Business Credit, 114(9), 20–22.

Retrieved from the Walden Library databases.
Harvey, B. (2007). Chapter 1: Fundamentals of negotiation. In Tork & Grunt’s Guide to Negotiations (pp. 3–25). Tarrytown, NY: Marshall Cavendish Limited.

Retrieved from the Walden Library databases.
John, P. D. (2006). How to prepare for any negotiation session. Dispute Resolution Journal, 61(2), 64–66.

Retrieved from the Walden Library databases.
Nebenzahl, D. (2006). Your BATNA determines your worth. Prince George Citizen, 34.

Retrieved from the Walden Library databases.
Rich, C. (2011). Successful negotiation is 80 percent preparation: How to get more of what you want by preparing properly. Strategic Direction, 27(3), 3–5.

Retrieved from the Walden Library databases.
Teague, P. (2009). The art and science of negotiations. Purchasing, 138(6), 14.

Retrieved from the Walden Library databases.