Reading: (CU1 M2) Negotiation

You probably noticed from Figure 4.1 in the introduction to Chapter 4 that negotiation is the most informal and full consensual of the main ADR methods. Note that while negotiation helps avoid the costs of litigation, it also has certain drawbacks. This will be apparent when you review the material and click the hyperlink, "Rubbermaid's Unequal Bargaining Power” below. Pay attention to the concepts of BATNA and WATNA and how they fit into the “bargaining zone.”

Please read The Legal and Ethical Environment of Business: “Chapter 4: Section 1: Negotiation” (Links to an external site.)Links to an external site. (PDF)

Last modified: Tuesday, 29 May 2018, 1:14 PM