This preview has intentionally blurred sections. Sign up to view the full version.View Full Document
Unformatted text preview: • In maximizing “joint gain”, each party should exchange (trade off) on the integrative issues that are less important for the issues that are more important. • Simply splitting the difference on each issue (4,400 points) results in leaving value on the table ((13,200 points). Lessons • Always set your Resistance Point and Target Point. • In planning, it’s important to set your “bottom line” and target so that you can evaluate various proposals made by the other party in a somewhat objective manner. • A strong BATNA raises your confidence and relative power....
View Full Document
- Fall '11
- Best alternative to a negotiated agreement, 10 min, payoff schedule