unhappy co owners
DESCRIPTION
When coowners of business are unhappy...TRANSCRIPT
2 I NAME OF PRESENTER
Name Roll
Mahadi Hasan 254
Trishna Saha 249
Ariful Hasan 244
Tawfeeq Hasan 257
Shamsuddin Bappi 237
Mostafizur Rahman 242
3 I NAME OF PRESENTER
4 I NAME OF PRESENTER
Main issue of the dispute- ‘Summer cottage’.
Prioritize some interest, and sacrifice some.
My perspective- Don’t want to sell the
property,
Co-owner perspective- Sell the property(he
thinks market value is high for the land)
Failing agreement- Selling to a third party
New co-owner- tries to buy me, changing
property, threatens to petition a court
We have to make an agreement
You have to sacrifice something for a better and reasonable negotiation
Your co-owners should also judge his situation then prioritize what should be given or kept
How to Negotiate as the case dictates?
• Leveraging Power from your BATNA• What is BATNA
Leveraging the source of Power Leveraging Power through Tactics
Leverage Power through Persuasion Tools for Persuasive Communication Persuasion through Process
7 I NAME OF PRESENTER
What are the predominating conditions in
selecting BATNA?
Can these conditions be filled up in that
case?
What decisions can be taken regarding
the answer of above questions?
Q.1.Assuming that your BATNA is letting a court sell the property, can it help you reach an agreement?
Why or why not?
• BATNA should optimize the advantages by overcoming disadvantages
• BATNA should increase power in bargaining than the opponent party.
What are the predominating conditions in selecting BATNA?
BATNA will give advantages of-
Using property in your own way
Changing property Selling property at your
desired price Making opponent party to
accept your terms and conditions.
BATNA of letting a court to sellthe property won’t give the
advantages of- Using property in your own
way Bringing changes in
property Selling property Making opponent party to
accept your terms and conditions.
Can these conditions be filled up?-in terms of increasing advantages
Three ways of leveraging power are-Being incapable of optimizing advantages, can it be a strong one?
Is it possible to convince co owner of the strength of your BATNA
Is it possible to bring changes in BATNA?
Believing you have strong BATNA
Convincing others of the strength of your BATNA
Changes in BATNA during negotiations
NO
NO
NO
Can these conditions be filled up?-in terms of leveraging power
Can not help to
reach any agreement
Failed to optimize
advantages
Failed to leverage power
What decisions can be taken regarding the answers?
13 I NAME OF PRESENTER
14 I NAME OF PRESENTER
“What are your power sources and your co owner’s power sources in
this negotiation? How can you strengthen you power position?”
15 I NAME OF PRESENTER
16 I NAME OF PRESENTER
My power sources The summer home as a controlling
resource that leads me to reward power.
Authority vested in me by my parents leaving me as a co owner of the summer home that leads me to legitimate power.
17 I NAME OF PRESENTER
My co-owner’s power sources Considerable power through the control of
information regarding the summer home - expert power.
Control over summer home - reward power. In position to take decision regarding the property –
Legitimate power. Power to force the sale of the land – Coercive
power.
18 I NAME OF PRESENTER
Strengthening my power position• Not going for an all or nothing deal• Make his position seem weak• Ensure him to get him some better deals• Good information is always a source of
power• Constrain myself • Manage the process according to the
situation occurs.
PRESENTED BYTAWFEEQ HASAN
(ROLL 257)
Logical and Emotional
Arguments
Negotiation and argument
Case : Unhappy Co-owners
Arguing achieves a predictable outcome: it solidifies each person’s stance. Which, of course, is the exact opposite of what you’re trying to achieve with the argument in the first place. It also wastes time and deteriorates relationships.
Creating Persuasive arguments
Case : Unhappy Co-owners
LogosLogos is a Greek term meaning 'word' and refers to using logic and reasoning as your appeal.
Pathos Pathos is a Greek word meaning 'suffering' or 'experience,' and it appeals to the reader's emotions, utilizing story, sensory-based details and vivid language.
EthosEthos is a Greek word meaning "character" that is used to describe the guiding beliefs or ideals that characterize a community, nation, or ideology.
LOGICEMOTIONS
CHARACTER
Logic bases
Case : Unhappy Co-owners
o The credible arguments
o Supporting evidence on
which our arguments are
built
o The parties try to identify
their real desires
o Leave “personalities” out
of the investigation
o Pathos brings human
experience
o Focuses emotions
o Negative emotions :
anger, frustrations etc.
o Positive emotions:
Fairness, pride, rigidity
o Related to ego
o A connection cannot be
established by facts alone
o Focuses on the person
who is making the
argument the person’s
reputation for truthfulness
and fair dealing
o Intervention by third party
o Power to dictate
Pathos EthosLogos
Giving the logics
Case : Unhappy Co-owners
The cost association with the improvement plan may not be profitable
Sale of the land will be a loss Long-term planning Value of personal entertainment Buying the co-owner out Neutral argument from third party
Expressing frankly Long term emotional attachment Firm stance on not giving up
attitude Sense of cooperation Emphasis on building a
relationship
1. Equitable solution by third party arbitrator
2. Arbitrator may dictate the solution
Logos
Pathos
Ethos
24 I NAME OF PRESENTER
Plus Presentation Template
Question 5.4: What nonverbal communication techniques might you use to persuade your co-owner that your proposal is a win-win proposition?
Non-verbal Communication:Nonverbal communication is the process of communication through sending and receiving wordless (mostly visual) cues between people.
Plus Presentation Template
Types of Non-verbal Communication
Body Movements (Kinesics)
Posture
Eye Contact
Para-Language
Closeness or Personal Space
Facial Expressions
Plus Presentation Template
Key techniques in pursuing a win-win proposal:
1 Honesty
2 Willingness to listen the opposite party
Plus Presentation Template
Common Nonverbal behaviors that express
honesty
01
03
02
04
05
Open gesturesDirect speech
Pointing
Open Behaviors
Smiling
Plus Presentation Template
Common Nonverbal behaviors that express Willingness to listen
29
01
03
02
04
Keeping arms and palms open
Leaning Forward in seat
Maintaining great eye contact
Nodding
30 I NAME OF PRESENTER
31 I NAME OF PRESENTER
Using of Threats
Threats are one of the most abused tactics in negotiation. Highly competitive behavior has become a norm for some managers and lawyers concerned about control. If a threat is successful, it only takes a couple of words to induce the target to do what the threatened wants.
32 I NAME OF PRESENTER
Tactics to follow Change the circumstances so that the cost
of not following through on the threat is significant, and is recognized as significant by the other party.
Visibly and irreversibly restrict options. Expend resources to create fallback
positions and make sure the opponent knows it.
33 I NAME OF PRESENTER
Continued…
Delegate the authority to carry out the threat so it is just a matter of execution at the appropriate time.
Develop a reputation for following through on threats.
Give a convincing preview of the future.
THANK YOU