Chapter 14: BATNA: Reserving Alternatives and Back Up

Jane is a postgraduate student and desires to purchase a used textbook titled Managing and Negotiating Disagreements: A Contemporary Approach for Conflict Resolution. Used copies are available in the bookstore for $90. Although she is willing to spend up to $85 for one in good condition, her goal is to get one for $60. Joy, posted an advertisement promoting his old book Managing and Negotiating Disagreements: A Contemporary Approach for Conflict Resolution for $90. He will not go below that amount since he can sell it back to the bookshop for $65. When Jane arrives to look it over, she offers $65. However, they found the book in good condition and quickly agreed to $80.