ENG ELC 220 Lecture Notes - Lecture 28: Social Capital, Best Alternative To A Negotiated Agreement, Game Theory
30 Oct 2020
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Bazerman & moore - chapter 9: making rational decisions in negotiations. Negotiation= discussion between two or more parties with the apparent aim of resolving divergence of arguments between the parties. Pro (by departing form game-theoretic perspectives raiffa: explicitly acknowledged the importance of developing accurate descriptions of opponents, realized we do not intuitively follow purely rational strategies. Raiffa focused on providing the best advice to a focal negotiator (prescriptive) based on the. Negotiation analysis= considers how a rational negotiator should think about the structure of the negotiation and the other negotiator as well as the common errors that negotiators and their opponents make. Batna over an impasse: we should decline any negotiated agreement that provides less than our batna. Batna concept makes this a fairly clear decision. If the offer is better than your batna, accept it. If not, reject it: when you have failed to carefully consider your batna, it is easy for emotions to hold sway.
