Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator

Anya and Boris are planning to take a 7-day trip together. Anya would like to spend most of her time playing golf, with a little time at the beach. Boris doesn’t really like golf, so he would like to spend as much time as possible at the beach. The following four options are the only ones available to the two of them.

Boris can predict that the two of them will never choose Option 1 as both parties prefer Option 2 to Option 1. Option 1 is no more than dead weight. Since Anya won’t ever choose Option 1, Boris should not give up anything to stop Anya from picking something that she would never pick.

Similar Posts