International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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7B The bargaining zone

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The bargaining zone

7C

Quote

Trainees read the quote to find out what BATNA stands for, what you can do if your BATNA 

is good and what happens when it is bad. Discuss the answers briefly with the class, but 

avoid discussing the questions from exercise 1 at this stage.

Answers

Best Alternative To a Negotiated Agreement. If it is good, you can demand more from the 

other party. If it is bad, you become highly motivated to create value.

1 

Trainees discuss the questions in small groups. After a few minutes, open up the discussion to 

include the whole class. Then tell trainees to read the commentary on page 71 to compare it 

with their ideas, and to discuss any differences with the class.