個案資料
了解個案內容與學習目標，選擇授課教師及使用課程。
Exercises in Negotiation Analysis
內容大綱
Two exercises designed to illustrate the relationship between BATNAs (best alternative to a negotiated agreement) and reservation prices and three exercises that illustrate the central ideas of Pareto efficiency are presented. The BATNA exercises involve multiple negotiated alternatives and uncertainty. The Pareto efficiency exercises illustrate the value of side payments and differential valuation of issues in the creation of joint gains.