Research and select a company or organization that has been in some type of current negotiations (e.g., union contracts, mergers, buy-outs, product disputes, patent infringement.). Then, summarize the company or organization’s history and current negotiation status. Highlight some of the negotiator-cognition issues they may have encountered during negotiations. Discuss decision-analysis tools that are used in negotiations. Were any of these tools used by your company during negotiations? Next, explain what a BATNA is and how it is used during negotiations. Try to determine if one or both sides had a BATNA and, if so, summarize your understanding of it. Finally, provide recommendations for the company to use in future negotiations based on what you have learned in this unit. How could they use best practices in negotiations to improve future negotiations?
Your case study should be a minimum of two pages in length. You must use at least two academic sources, and any information from those sources should be cited and referenced in APA format.
Siu Wong, R. (2015). Knowledge of Opponents’ Power in Power-Asymmetric Negotiations: Whose Knowledge Shapes the Structure of Outcomes? Contemporary Management Research, 11(2), 117–142. https://doi-org.libraryresources.columbiasouthern.edu/10.7903/cmr.12984
Forgas, J. P. (1998). On feeling good and getting your way: mood effects on negotiator cognition and bargaining strategies. Journal of Personality and Social Psychology, v74(n3).
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