The BATNA should be an assessment of your present business assessment. It forms the basis for your strategy and informs your action plan — but the BATNA is itself an essentially static description or snapshot of your organization’s assets, liabilities, capabilities and resources. It has numbers and time. It is a cold-blooded assessment of your organizations health- and [...]
Category Archives: China Negotiating Basics
Two Views on Negotiating with Clients
November 13, 2008 – 1:27 am
I ran a seminar on negotiations at a big MNC in Shanghai yesterday. The participants were a mix of Chinese and European managers and salespeople who all had a great deal of experience, and are very high-level in terms of skills and authority within the company.
One of my main points was this:
“Don’t continue negotiating with [...]
Crossed LIMBs means you are in Deal Territory
November 5, 2008 – 3:11 am
We’ve been discussing Batna and LIM. Batna, you’ll recall, is your Best Alternative To No Agreement. It’s what happens if your negotiation falls apart and you can’t reach an agreement. LIM is simply your framework for stating your priorities in the negotiation. L is what you would really like to get, but don’t expect. I is [...]
China Negotiating Basics – Setting LIM (Like, Intend, Must) priorities
November 3, 2008 – 3:31 am
Chinese negotiators usually have a pretty good idea about what they want from a business negotiation. Just make sure you don’t put yourself at a disadvantage by A) not having a systematic set of priorities, and B) keeping those priorities too secret for too long. The basic framework for setting negotiation priorities is the LIM. [...]
China negotiating basics: What’s a BATNA?
October 20, 2008 – 1:04 am
Last week we introduced the concept of LIM – a framework for analyzing and prioritizing your negotiating goals. Closely related to LIM is the notion of BATNA – Best Alternative To No Agreement.
BATNA is what happens if the negotiation doesn’t result in a deal. You are back where you started from – and have lost [...]
China Negotiating Basics: What’s a LIM?
October 15, 2008 – 5:14 am
Negotiations are always structured – either you give them structure or your counter-party will. If you are not particularly interested in the deal offered, then you have the luxury of waiting for the other side to offer you terms. But if you are serious about getting the best deal then you have to be proactive [...]
