Negotiation by the Numbers: BATNA, ZOPA, Concessions & Deal Value

What you'll build

What you will be able to do

Each lab ends with a concrete result that you build yourself and the checker confirms, cell by cell.

• Value Northlake Packaging's four alternatives to a deal with Harbor Foods, find the BATNA and decide whether Harbor's current offer beats it.
• Derive Northlake's minimum price and Harbor's maximum price for five SKUs, measure the zone of possible agreement and flag the SKUs where no deal is possible.
• Score three contract packages for both sides with issue weights, add the scores and find the package that creates the most joint value.
• Turn three package offers into one number each: net annual value after the cost of payment terms and warranty, and the present value over the contract length.
• Measure both sides' concessions round by round, check that Harbor's steps shrink, project Harbor's final bid from the pattern and chart the negotiation dance.
• Analyse Northlake's last 12 deals: how aggressive each first offer was, where the deal settled between the two first offers and how much a bolder anchor moved the final price.
• Weigh eight possible prices by the chance that Harbor accepts, include the BATNA when it says no and pick the price with the highest expected value.
• Value three versions of a plant manager's package over four years, and measure how much of the gap between offer and counter-offer a creative proposal closes.