1. Harvard ManageMentor ® Assessing the Other Side’s Interests

2. 2 Harvard ManageMentor: Assessing the Other Side’s Interests Discussion Topics  What previous negotiations can teach us about better assessing the other side’s interests  Estimating the other side’s interests: Business circumstances What they value most Their BATNA © Copyright 2010 Harvard Business School Publishing. All rights reserved. Harvard Business Publishing is an affiliate of Harvard Business School.

3. 3 Harvard ManageMentor: Assessing the Other Side’s Interests Learning from Previous Negotiations  What’s worked well for assessing the other side’s interests in previous negotiations?  What hasn’t worked well? © Copyright 2010 Harvard Business School Publishing. All rights reserved. Harvard Business Publishing is an affiliate of Harvard Business School.

4. 4 Harvard ManageMentor: Assessing the Other Side’s Interests Estimating the Other Side’s Interests What do you know about:  The other side’s business circumstances?  The different forms of value this deal has for them?  Their BATNA? © Copyright 2010 Harvard Business School Publishing. All rights reserved. Harvard Business Publishing is an affiliate of Harvard Business School.

5. 5 Harvard ManageMentor: Assessing the Other Side’s Interests Next Steps  Gather any additional information you need to assess the other side’s interests for an upcoming negotiation.  Work with your colleagues to assess other sides’ interests for additional upcoming deals. © Copyright 2010 Harvard Business School Publishing. All rights reserved. Harvard Business Publishing is an affiliate of Harvard Business School.