Publications
Publications
- August 1996
Exercises in Negotiation Analysis
Abstract
Two exercises designed to illustrate the relationship between BATNAs (best alternative to a negotiated agreement) and reservation prices and three exercises that illustrate the central ideas of Pareto efficiency are presented. The BATNA exercises involve multiple negotiated alternatives and uncertainty. The Pareto efficiency exercises illustrate the value of side payments and differential valuation of issues in the creation of joint gains.
Keywords
Citation
Wu, George. "Exercises in Negotiation Analysis." Harvard Business School Exercise 897-037, August 1996.