GEOLOGY 002 Lecture Notes - Lecture 5: Best Alternative To A Negotiated Agreement, Charles Bazerman
Document Summary
Chapter 9 - making rational decisions in negotiations bazerman. The goals of this chapter are to give you a framework for thinking about two-party negotiations and to introduce prescriptive suggestions for improving decision making within this context. A decision-analytic approach focuses on how erring folks like you an me actually behave rather than on how we should behave if we were smarter, thought harder, were more consistent, were all knowing (like game theory). It seeks to give the best available advice to negotiators involved in real conflict with real people. The analytical structure of this approach is based on assessments of 3 key sets of information: We must determine out best alternative to a negotiated agreement (batna). If an offer is better than your batna, accept it. This assessment logically determines the negotiator"s reservation point (or indifference point) = the point at which the negotiator is indifferent between a negotiated agreement and an impasse.
