Negotiation

Consider our discussion of approaches to resolving disputes.
Define the three alternative foundations for a negotiation and explain the differences between them.
List four factors to be used in deciding which of the alternative foundations should be used and describe each one.
Think about your personal experience in a salary or job interview negotiation. Apply the concepts of BATNA and Reservation Price to analyze the outcome of this negotiation.
Consider our discussion of various negotiation strategies and techniques in the negotiation at Melos.
What four strategies were available to the Melians? Analyze how each of these could have been applied by the Melian ambassador.
Critique the Melian negotiating strategy. Would you say that their failure resulted from a poor choice of foundation, a poor choice of strategy, or other factors?

Sample Solution