IT'S BETTER WITH A BATNA: THE FLOURTOWN FARMS EXERCISE

Abstract

Flourtown Farms is a salary negotiation simulation developed to demonstrate the importance of obtaining a good ??TNA (Best Altentative to a Negotiated Agreement) prior to engaging in negotiation with one's counterpart. This exercise teaches quickly and effectively that well defined, reasonable, and in‐place BATNA s are both strategically and emotionally beneficial to the negotiator. Individuals attempting to negotiate without one will do so to their own disadvantage.

Citation

Geddes, D. (2002), "IT'S BETTER WITH A BATNA: THE FLOURTOWN FARMS EXERCISE", International Journal of Conflict Management, Vol. 13 No. 4, pp. 401-408. https://doi.org/10.1108/eb022884