Describe potential conflicts or dilemmas that may arise

BATNA is a term coined by Roger Fisher and William Ury in their 6986 bestseller, Getting to Yes: Negotiating Without Giving In. [6] It stands for Best  ALTERNATIVE TO   a negotiated agreement. Said another way, it is the best you can do if the other person refuses to negotiate with you--if they tell you to go jump in a lake! Or Get lost! So it is not necessarily your ideal outcome--unless your ideal outcome is something you can get without the cooperation of the other person. It is the best you can do WITHOUT THEM. BATNAs are critical to negotiation because you cannot make a wise decision about whether to accept a negotiated agreement unless you know what your alternatives are.

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If you are offered a used car for $7,555, but there's an even better one at another dealer for $6,555--the $6,555 car is your BATNA. Another term for the same thing is your walk away point. If the seller doesn't drop her price below $6,555, you will WALK AWAY and buy the other car. Your BATNA is the only standard which can protect you both from accepting terms that are too unfavorable and from rejecting terms it would be in your interest to accept. [7] In the simplest terms, if the proposed agreement is better than your BATNA, then you should accept it. If the agreement is not better than your BATNA, then you should reopen negotiations. If you cannot improve the agreement, then you should at least consider withdrawing from the negotiations and pursuing your alternative (though the relational costs of doing that must be considered as well).

Guy Burgess and Heidi Burgess have adapted the concept of BATNA slightly to emphasize what they call EATNAs -- estimated alternatives to a negotiated agreement instead of best alternatives. Even when disputants do not have good options outside of negotiations, they often think they do. (For example, both sides may think that they can prevail in a court or military struggle, even when one side is clearly weaker, or when the relative strengths are so balanced that the outcome is very uncertain. ) Yet, perceptions are all that matter when it comes to deciding whether or not to accept an agreement. If a disputant thinks that he or she has a better option, she will, very often, pursue that option, even if it is not as good as she thinks it is. On the other hand, disputants may hold dissimilar images about what BATNAs exist, which can lead to a stalemate or even to. For example, both sides may think they can win a dispute if they decide to pursue it in court or through force.

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If both sides' BATNAs tell them they can pursue the conflict and win, the likely result is a. If one side's BATNA is indeed much better than the other's, the side with the better BATNA is likely to prevail. If the BATNAs are about equal, however, the outcome is much less certain. If the conflict is costly enough, eventually the parties may come to realize that their BATNAs were not as good as they thought they were. The International Baccalaureate (IB) Theory of Knowledge essay is a 6755–6655 word essay on a prescribed topics or titles created by the IB. As the name suggests, your Theory of Knowledge (TOK) essay should focus on knowledge issues (what is knowledge? Why and how do we know things?

) and link to other areas of knowledge as well. About two thirds of your final TOK grade is determined by your score on your TOK essay. Thanks to all authors for creating a page that has been read 686,756 times. VirginiaLynne has been a University English instructor for over 75 years. She specializes in helping people write essays faster and easier. Want a good grade on your essay? Instructors and testing agencies assign a lot of personal experience type essays and so it is worth your time to know how to write one easily and effectively so that you get a top score.

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