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.
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