MGT 430

Arizona State University

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Final Exam Study Guide MGT 430 Study Guide

Final Exam Study Guide MGT 430 Study Guide
Study guide • 6 pages • 2020

Final Exam Study Guide MGT 430 Negotiations Basic Negotiation Concepts • BATNA: Best Alternative to a Negotiated Agreement (The better your BATNA, the greater your power) • Reservation Point: “Bottom-line” “walkaway” minimum acceptable level you are required to say yes too • Goals & expectations-how are they alike & different? o Goals are things we strive toward that are usually beyond the range of our past achievements- give us direction o Expectations is a considered judgment ab...