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Reference no. 9-801-156
Subject category: Case Method and Specialist Management Disciplines
Authors: Michael A Wheeler (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2000
Version: 8 December 2014
Length: 16 pages
Data source: Published sources
Topics: Business ethics; Power and influence; Negotiation
Share a link: https://casecent.re/p/42475
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Abstract

Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a car and the sale of a business to dispute resolution and international diplomacy).
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Abstract

Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a car and the sale of a business to dispute resolution and international diplomacy).

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