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    What was your BATNA (Best Alternative to a Negotiated Agreement)?: An Explanation of the Decision-Analytic Approach

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    We have each had to negotiate during the process of purchasing a home or automobile. Analyze the last major purchase that you were involved with and discuss that purchase in terms of the decision-analytic approach. What was your BATNA and how did that come into play?

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    Solution Preview

    Examples
    The following examples illustrate the basic principles of identifying the BATNA and how to use it in further negotiations to help value other offers.

    Selling a car
    If I have a written offer from a dealer to buy my car for $1,000, then my BATNA when dealing with other potential purchasers would be $1,000, since I can get $1,000 for my car even ...

    Solution Summary

    This solution gives examples that illustrate the basic principles of identifying the BATNA (Best Alternative to a Negotiated Agreement) and how to use it in further negotiations to help value other offers. This solution is 250 words.

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