The Legal and Ethical Environment of Business: "Chapter 4, Section 1: Negotiation"

Read this section. Negotiation is the most informal and consensual of the main ADR methods. While negotiation helps avoid the costs of litigation, it also has certain drawbacks. This will become apparent in this section. Pay attention to the concepts of BATNA and WATNA and how they fit into the "bargaining zone." Finally, remember to do the exercises at the end of the section.