Tag Archives: batna

Symposium Book Club – Conversation with Andrea Schneider About Her Skills Paradigm Article

This is part of the “virtual book club” discussing readings for the symposium at the University of Missouri on October 7:  Moving Negotiation Theory from the Tower of Babel Toward a World of Mutual Understanding. Andrea Schneider suggested her article, Teaching a New Negotiation Skills Paradigm.  Here’s her summary. Negotiation labels – of styles or … Continue reading Symposium Book Club – Conversation with Andrea Schneider About Her Skills Paradigm Article

Symposium Book Club – Conversation with Sanda Kaufman about Wheeler’s Art of Negotiation

This is another part of the “virtual book club” discussing readings for the symposium at the University of Missouri on October 7:  Moving Negotiation Theory from the Tower of Babel Toward a World of Mutual Understanding. Sanda Kaufman suggested reading Michael A. Wheeler’s book, The Art of Negotiation: How to Improvise Agreement in a Chaotic … Continue reading Symposium Book Club – Conversation with Sanda Kaufman about Wheeler’s Art of Negotiation

Symposium Book Club – Summary of Classics on Interest-Based Negotiation

This is part of the “virtual book club” discussing readings for the symposium at the University of Missouri on October 7: Moving Negotiation Theory from the Tower of Babel Toward a World of Mutual Understanding. This post summarizes four classic publications about problem-solving negotiation. Getting to Yes Everyone in our field knows about Getting to … Continue reading Symposium Book Club – Summary of Classics on Interest-Based Negotiation

Symposium Book Club – Conversation with Roy Lewicki About Key Issues in Negotiation

This is part of the “virtual book club” discussing readings for the symposium at the University of Missouri on October 7:  Moving Negotiation Theory from the Tower of Babel Toward a World of Mutual Understanding. Roy Lewicki suggested his chapter, Teaching Negotiation: The State of the Practice, in Handbook of Conflict Management Research (Oluremi B. … Continue reading Symposium Book Club – Conversation with Roy Lewicki About Key Issues in Negotiation

Clarifying BATNA, MLATNA, WATNA, ZOPA and More

In an earlier episode, we established that there is widespread confusion about what the heck is the difference between a BATNA and MLATNA. I created this table for my negotiation class illustrating the relationships between WATNA, MLATNA, BATNA, bottom lines, and ZOPA.  It is based on a simulation of a simple personal injury case. Hopefully … Continue reading Clarifying BATNA, MLATNA, WATNA, ZOPA and More

BATNA, MLATNA – No Big Difference, Right?

This is the next installment in my too-many-part series, Everything You Know About Dispute Resolution is Wrong. Today’s episode was prompted by Michael’s post about an article in the Chronicle of Higher Education in which the author describes her strategy of improving her BATNA to escape a crappy job as a non-tenure-track instructor.  Michael suggested … Continue reading BATNA, MLATNA – No Big Difference, Right?

Was the Mitchell-Hamline Negotiation a “Win-Win”?

As Art reported, William Mitchell and Hamline Law Schools plan to merge. Best wishes to all our friends at both schools. Both have wonderful DR colleagues and have been great innovators in legal education. Hopefully, people there will like the new arrangements. Of course, even positive change can be stressful and some people may not … Continue reading Was the Mitchell-Hamline Negotiation a “Win-Win”?