BATNAs in Negotiation: Common Errors and Three Kinds of “No”
Author: Jim Sebenius
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Description: BATNAs in Negotiation: Common Errors and Three Kinds of “No”, examines the concept of BATNA in negotiation, addressing common misinterpretations and associated limitations. Three types of negative trading responses are presented and solid corrections are offered. The importance of understanding and properly evaluating alternatives to a negotiated agreement is highlighted, and concepts such as the zone of possible agreement and reserve value are discussed.
Pages: 12
Megabytes: 0.12 MB
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