SFLIDßA
BARDEMO.HLP      BARACON.TXT ßBARBATNA.TXT╫BARINIT.TXT 

BARSET.TXT  éBARSYS.TXT  ║            Æ                                                                                                          
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                                  A.C.O.N.  (A)
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                         ADDITIONAL COST OF NEGOTIATION

          The ACON (Additional Cost Of Negotiation) is comprised of
          any additional expenses associated with either planning or
          conducting the negotiation, plus any financial incentive
          required to negotiate.


          EXAMPLE: A.C.O.N.

               If you were to negotiate a settlement for widgets you
               might wish to consider:

                 ■ Preparation Costs
                 ■ Travel / Lodging / Meal Expenses
                 ■ Negotiation Costs
                 ■ Financial Incentive to settle at your Authority Limit.
                 ■ etc. . .

                          A U T H O R I T Y   L I M I T   (L)

     Authority limits provide guidelines below which a Seller, or above
     which a Buyer, can not or will not normally settle.

     Authority Limit is a calculated field.  For the Seller, the Authority
     Limit is the sum of the BATNA plus the ACON.  For the Buyer, the
     Authority Limit is the BATNA minus the ACON.



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                                 B.A.T.N.A.  (B)
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                    BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT

     BATNA is the alternative "fall-back" position (i.e., the action that
     would have to be taken if the current negotiation fails) including any
     future additional cost to negotiate that position.

     Determining the BATNA of both You and the Other Party serves two very
     important objectives:

     1) Provides key information required to determine if the
        potential financial advantages of achieving an advantageous
        agreement is adequate to justify the cost and time
        required to negotiate.

     2) Provides the first step toward determining your minimum acceptable
        negotiating position.


      A BATNA value greater than zero (0) must be entered.


     EXAMPLE: B.A.T.N.A.

       There are only two producers of widgets, Corp. 'A' and Corp. 'B',
       also the investment required to produce widgets yourself is prohibitive.
       You presently buy widgets from 'A' at $2.00 each and are
       preparing to negotiate with 'B' to buy widgets from them in the
       future. Therefore your BATNA (Best Alternative To A Negotiated
       Agreement) or 'fall-back' position is to continue buying widgets from
       Corp. 'A' at $2.00 each.


                          A U T H O R I T Y   L I M I T   (L)

     Authority limits provide guidelines below which a Seller, or above
     which a Buyer, can not or will not normally settle.

     Authority Limit is a calculated field.  For the Seller, the Authority
     Limit is the sum of the BATNA plus the ACON.  For the Buyer, the
     Authority Limit is the BATNA minus the ACON.


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                     I N I T I A L   P O S I T I O N  ( I )
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     Normally, in order to allow flexibility for possible 'bargaining'
     concessions, the Initial Position should be set at a point significantly
     more advantageous than would be yielded by the Expected Settlement (i.e.,
     significantly higher than the Expected Settlement for a Seller and
     significantly lower than the Expected Settlement for a Buyer.)


     Initial Position should not be set so high or low that credibility
     is lost.  Example: The 'retail' value is often used as a somewhat
     'credible' initial position that is significantly higher than the
     Seller expects to receive.

     An Initial Position value greater than zero (0) must be entered.

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                  E X P E C T E D   S E T T L E M E N T   (E)
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     The Expected Settlement is the value that you estimate to be
     realistically attainable for the item.

     For the Seller, the Expected Settlement must be higher than
     the Authority Limit.

     For the Buyer, the Expected Settlement must be less
     than the Authority Limit.

     A Expected Settlement value greater than zero (0) must be entered.

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                         PRO:BAR SYSTEMS HELP MENU:
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  PRO:BAR ORIENTATION:

    PRO:BAR, based on the current Seller/Buyer strategy entry data,
    displays a color coded Seller/Buyer position graph which highlights the
    POTENTIAL SETTLEMENT RANGE (if any) and the EXPECTED SETTLEMENT RANGE
    of a project or issue.

    The above provides the user with the critical information required to
    adjust his/her selling or buying strategy positions in order to
    maximize the financial gains available for the project or issue under
    consideration.

  PRO:BAR ENTRY HELP:

    Press the 'F1' key to view help at the cursor position for each
    Seller/Buyer strategy entry position field (i.e., for BATNA, ACON,
    AUTHORITY LIMIT, EXPECTED SETTLEMENT, and INITIAL OFFER).

  PRO:BAR MENU HELP
    Use the Mouse, Arrow keys or the highlighted characters to move the
    menu bar cursor to a Menu option. Press the <Enter> key to select one
    of the following options.

    Pro:BAR OPTION:
       Starts the PRO:BAR program.

    HELP OPTION:
       Displays this help screen.

    REFERENCE OPTION:
         Reference files available include Glossary, License and Warranty.
         Select the option you desire to read:

         GLOSSARY       Definition of financial terms used here

         LICENSE        INTAC System Division's License Statement

         WARRANTY       INTAC System Division's Warranty Statement

         TO ORDER       How to order INTAC System Division's products and
                        services

    QUIT OPTION:
       Exits the PRO:BAR program.
