Asked by Mackenzie Thorne on May 13, 2024
Verified
According to Pinkley and her colleagues,having a BATNA changes which things in a negotiation?
BATNA
Best Alternative To a Negotiated Agreement; the most advantageous course of action a party can take if negotiations fail and an agreement cannot be reached.
Negotiation
The process by which individuals or groups attempt to reach an agreement on matters of mutual interest.
- Grasp the strategic use of BATNA in negotiations.
Verified Answer
MS
Mohsen SojoudiMay 16, 2024
Final Answer :
(1)Negotiators with attractive BATNAs set higher reservation prices for themselves; (2)negotiators whose counterparts had attractive BATNAs set lower reservation points for themselves;and (3)when both parties were aware of the attractive BATNA that one of the negotiators had,that negotiator received a more positive negotiation outcome.
Learning Objectives
- Grasp the strategic use of BATNA in negotiations.