Chapter 8: Negotiation planning
Restricted access

Several critical decisions need to be made while preparing for a negotiation. What should our first offer be? When do we walk away? Where do we 'walk to' if we decide to walk away? Behind each of these questions lies a parameter that maps the upper and lower limits of what one should anticipate in a negotiation. The key parameters concern aspirations (first offers), reservation value (bottom line), no deal alternatives (also known as a BATNA, or Best Alternative to a Negotiated Agreement) and the representative's mandate.

You are not authenticated to view the full text of this chapter or article.

Access options

Get access to the full article by using one of the access options below.

Other access options

Redeem Token

Institutional Login

Log in with Open Athens, Shibboleth, or your institutional credentials

Login via Institutional Access

Personal login

Log in with your Elgar Online account

Login with you Elgar account
Monograph Book