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 https://youtu.be/FiEneNag8cI
. Five Basic Negotiating Strategies https://youtu.be/DlV6phTGjoU
. Scope for Agreement https://youtu.be/cb1Bf09p2eg
. Four Primary Negotiating Behaviors https://youtu.be/eLmF8Kr2ppA
Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation - https://youtu.be/PKz4pDm1e90
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 - https://youtu.be/Adr9STSP2FI
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
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