Negotiation Strategy for Mr. James Osterberg

1. What would be Mr. James Osterberg's BATNA and how could he use it? Why is it important to have a BATNA prior to negotiating?

1. Answer:

If Mr. James Osterberg were to consider his Best Alternative to a Negotiated Agreement (BATNA), it would involve accepting a job offer from a competitor who is offering a higher income. By leveraging this alternative, Mr. Osterberg can showcase his value and negotiate for better terms with his current company.

Having a BATNA is crucial before entering negotiations as it provides a safety net for individuals in case the current negotiation does not yield favorable results. By understanding and having a clear alternative, negotiators can approach the negotiation table with more confidence and leverage, ultimately leading to better outcomes. In Mr. Osterberg's case, his BATNA would give him the ability to push for improved salary, flexible working hours, or other benefits that align with his needs and preferences.

2. From a purely distributive perspective, what are the "pieces of the pie" in this negotiation?

2. Answer:

From a distributive perspective, the "pieces of the pie" in this negotiation between Mr. James Osterberg and his company include salary, working hours, and potential bonuses.

Mr. Osterberg is looking to negotiate for a salary increase to alleviate his financial challenges and compete with the offer from a rival company. Additionally, he is interested in adjusting his working hours to spend more time with his children during custody weeks. Lastly, the company mentions the possibility of bonuses tied to new contracts, which could be another point of negotiation for Mr. Osterberg to secure additional benefits.

By focusing on these elements and strategizing the distribution of resources, both parties can work towards reaching a mutually beneficial agreement while meeting their respective needs and goals in the negotiation process.