Unhappy Co Owners

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



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


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?



“What are your power sources and your co owner’s power sources in

this negotiation? How can you strengthen you power position?”



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.


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.


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


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


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


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


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.


Types of Non-verbal Communication

Body Movements (Kinesics)

Posture

Eye Contact

Para-Language

Closeness or Personal Space

Facial Expressions


Key techniques in pursuing a win-win proposal:

1 Honesty

2 Willingness to listen the opposite party


Common Nonverbal behaviors that express

honesty

01

03

02

04

05

Open gesturesDirect speech

Pointing

Open Behaviors

Smiling


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



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.


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.


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

Unhappy Co Owners

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