4-2 Discussion: ZOPA and BATNA for Alice Jones

I

n Module One you developed the ZOPA (zone of possible agreement)

and BATNA (best alternative for a negotiated agreement) for Sharon

Slade, Netflix's chief human resources officer, for use in the upcoming

negotiations.

In this assignment, put yourself in t

he shoes of Alice Jones, the

executive facing possible severance in our case study.

Develop a ZOPA and BATNA position for Alice, based on your review

of her biography and the background information in the case study

(located in the Final Project Guideline

s and Rubric document in the

Assignment Guidelines and Rubrics section of the course). As you

develop your response, consider the following:

·

If Alice were fired, what would be unacceptable options for her in

a severance

agreement?

·

What options could Alice offer that could move severance

negotiations toward her goal of keeping her position at Netflix?

Then, determine Alice Jones' best alternative to a negotiated agreement

(BATNA), i.e., her "Plan B." It is important to do

this before entering into

negotiations to ensure that she does not agree to unfavorable

conditions. Questions that can help formulate Alice Jones' BATNA

include:

·

What do you believe are the interests of the other party, i.e.,

Sharon Slade and Netflix?

·

What

actions and alternatives are you prepared to consider if you

(Alice Jones) cannot reach a negotiated agreement within your

Zone of Possible Agreement?

·

What creative alternatives can be considered based on the

interests of the other party (Sharon Slade & N

etflix)?

·

What trade

-

offs on the standard ZOPA exist that could result in a

creative, successful agreement?

In Module One you developed the ZOPA (zone of possible agreement)

and BATNA (best alternative for a negotiated agreement) for Sharon

Slade, Netflix's chief human resources officer, for use in the upcoming

negotiations.

In this assignment, put yourself in the shoes of Alice Jones, the

executive facing possible severance in our case study.

Develop a ZOPA and BATNA position for Alice, based on your review

of her biography and the background information in the case study

(located in the Final Project Guidelines and Rubric document in the

Assignment Guidelines and Rubrics section of the course). As you

develop your response, consider the following:

 If Alice were fired, what would be unacceptable options for her in

a severance agreement?

 What options could Alice offer that could move severance

negotiations toward her goal of keeping her position at Netflix?

Then, determine Alice Jones' best alternative to a negotiated agreement

(BATNA), i.e., her "Plan B." It is important to do this before entering into

negotiations to ensure that she does not agree to unfavorable

conditions. Questions that can help formulate Alice Jones' BATNA

include:

 What do you believe are the interests of the other party, i.e.,

Sharon Slade and Netflix?

 What actions and alternatives are you prepared to consider if you

(Alice Jones) cannot reach a negotiated agreement within your

Zone of Possible Agreement?

 What creative alternatives can be considered based on the

interests of the other party (Sharon Slade & Netflix)?

 What trade-offs on the standard ZOPA exist that could result in a

creative, successful agreement?