Concepts of BATNA and Triangle Talk in the Negotiation Process - Essay Example

Negotiation is generally the skill or process that is required to build a good relationship. BATNA and triangular talk are very important tools for the negotiation of service delivery, and sales conditions together with legal contracts.

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BATNA refers to the Best Alternative to a Negotiator Agreement. In the process that the negotiation cannot be attained or if it fails then BATNA stands to one of the best alternatives that the negotiating parties need to choose. It is advisable to get into any kind of negotiation you know and understand your BATNA. The importance of knowing your best alternative to any given negotiation process is that:

• It can give an alternative process in the process that the negotiation falls through
• It improves your ability and power to negotiate
• BATNA will also determine the worst price that you might accept ie the reservation point.
• In order to develop a resounding BATNA then you are supposed to consider the falling factors,
• List down all the alternatives that exist concerning the current agreement, that is what you can do in the event that the negotiation falls through.
• Evaluate the capability together with the value of each of the alternatives. You need to consider the worth of each of the alternatives.
• You need to pick the best alternative to the negotiation value that will bring forth the highest value to you
• After you have processed and determine your BATNA, you need to determine the lowest value that you can take.

Triangular talk in the negotiation process

Triangular talk is one of the simplest negotiation tools that can assist the negotiation to identify and begin the prior preparation for the upcoming negotiations. The triangular talk process consists of three processes and steps which include, the first in the triangular talk is to know what you want, goes ahead to find out what they want and make them feel accepted, and lastly propose action in such a way that the negotiation team can accept it. It is vital to have all the expectations written down so that the leading negotiator can have a chance of referring back to them in the process of negotiation. It is also good and encouraging to step into the shoe of the other party so that you can stand a chance to understand wants and be able to adjust their negotiation accordingly.

Sustainability of long-term care and versus the short-term care

The process and sustainability of long-term care tend not to be an easy choice for most people. The long term care sustainability process always begins at the proposal phase and the same is presented to the larger players including the investors. This given presentation needs to highlight the advantages of entering into the long-term contract as compared to a short-term contract. Given below are some of the benefits of entering into a long-term contract

• The long-term practices will allow the prices to be locked and this will enable the buyer to manage the expenses incurred more securely.
• The long-term care practice will see no rising prices because it will establish firm buying prices and thus prevent surprise increases in the price.
• Renewal fee elimination, anytime an agreement is renewed, both the parties that take place in the same has to pay the re-negotiation fee, sourcing together with tendering that adds up to overtime. All these processes are eliminated if the parties agree on long-term care kind of services.
• A good example is given in a situation where the nursing home resident suffers from a serious heart attack, the Medicare team will only pay for the treatments necessary for the attack even though the given nursing care is not paying the monthly bill of the nursing home.

Arbitration under contract management

Arbitration is described as the faster, private, and less expensive process through which all the parties involved agree mainly in writing to submit their disputes to authorized persons to be able to solve their disagreement through the provision and binding of award. Therefore the arbitration process and the contract management is the written agreement that will be used to solve any kind of future disputes that might result from the contract management.

References

Monczka, R. (2014). Purchasing and Supply Chain Management. Cengage.