From Hiro Aragaki: First off, thanks to John Lande for pursuing this issue and calling attention to the real imprecision that sometimes attends our use of the term “BATNA.” If anything, I have learned through my off-line exchange with him and Sanda Kaufman that there is more confusion out there among scholars and practitioners than … Continue reading Hiro Aragaki: Things We Know and Think We Know About BATNA and WATNA
Here’s Sanda Kaufman’s response to my conversation with her and Hiro Aragaki. (Click the title of this post to see her piece.)
If so, you have a lot of company. Having reviewed negotiation publications and listened to colleagues, I can confidently assert that most of us grossly misuse the term “BATNA.” This is one of my pet peeves, which drives me crazy – an admittedly short excursion. I discussed this in my top-notch post, BATNA, MLATNA – … Continue reading Do You Use “BATNA” Wrong?
At the ABA Section of Dispute Resolution conference last month, Rishi Batra, Noam Ebner, Rebecca Hollander-Blumoff, Sanda Kaufman, and I led a session entitled, “Making Negotiation Theory More Helpful for Practitioners.” This session grew out of the Tower of Babel symposium last fall. We presented some of our own thoughts about negotiation theory and spent … Continue reading What Theory Do Practitioners Want?
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 is the last post in the book club series, at least for now. It is a compilation of a … Continue reading Symposium Book Club – Summary of Negotiation Frameworks
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
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
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
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
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
