Negotiations and legal disputes Lecturer's name: Student's name:
1 .      "Batna" / "watna" are relevant to negotiation power in a commercial dispute because it is important to make sure that you get the best alternative but also anticipate the worst. Example: you need to fix your car and you got an offer from one garage, your "batna" will be to find another garage with a lower offer and your "watna" can be something much worse.
2 .      In this course I've practiced a few various commercial negotiations dilemmas and obtained tools like settings disputes and Conciliation and mediation Mechanisms.
I've also studied what is really important in a negotiation and that sometimes it is better to be smart and not always right.
3.      From my experience in negotiation exercises in class: a.       Me and my group used analysis in a few ways: first, we've thought about: what is the most important thing that we wanted to achieve from the negotiation. Second, we've thought about the costs and the time that we …
b.      Like I was mentioned before, me and my group members were using an strategy that includes finding out what is the main and important goals the other side is looking for. We thought that every party has significant and secondary's goals and if we can provide them some of their significant goals, maybe then we could move on with the negotiation. Another technique that we used was to –
c.       In the exercises I notice that there was a big power distance. I notice that it is makes the difference if the person that we negotiate with was from some culture or another. I saw that one or two members in each group were leading the group and they set the goals. They had a set of skills that helped them to lead. It's all seems so reasonable for them and not all the members in the group accepted –