BATNA Basics¶
Program on Negotiation, H. L. S. BATNA Basics: Boost Your Power at the Bargaining Table.
Cited by¶
1 citation across 1 artifact.
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Primes¶
- Escalation Dominance
- The counter-escalation hazard shows up live when an employer threatens closure of a plant that is the workers' whole livelihood — catastrophic stakes can make a strike-to-the-end preferable to capitulation, breaking the employer's nominal dominance, which is why experienced negotiators avoid pushing a counterpart to an existential rung.
This sourcePON Special Report. Documents the walkaway / best-alternative-to-a-negotiated-agreement dynamic by which bargaining power flows from credible alternatives, and the caution against rejecting a deal you should accept (i.e., pushing past the point where continuing the dispute beats conceding).
- The counter-escalation hazard shows up live when an employer threatens closure of a plant that is the workers' whole livelihood — catastrophic stakes can make a strike-to-the-end preferable to capitulation, breaking the employer's nominal dominance, which is why experienced negotiators avoid pushing a counterpart to an existential rung.
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Registry ID ref:8d6c7752c711 · see in the full table