Fundamentals of Providing Negotiation Support Online: The Need for Developing BATNAs

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Vries, Berend, Leenes, Ronald and Zeleznikow, John ORCID: 0000-0002-8786-2644 (2005) Fundamentals of Providing Negotiation Support Online: The Need for Developing BATNAs. In: Proceedings of the Second International Online Dispute Resolution Workshop. Lodder, Arno R and Zeleznikow, John, eds. Wolf Legal Publishers, Tilburg, pp. 59-67.


Fisher & Ury claim that an important step in resolving a dispute is to be aware of one’s BATNA – what alternative parties have if negotiation fails. Providing accurate information is important, because disputing parties have a tendency to develop an overoptimistic view on their position in the dispute. The ‘reactive devaluation’ effect suggests that advice given by one’s opponent is less likely to be taken into account than the same information provided by a neutral. As Information Technology can be perceived as a neutral party, providing online BATNA calculation may be a useful extension to the ADR/ODR toolbox. However, in order to determine BATNAs online, we need a proper understanding of exactly what is a BATNA. This paper argues that current understanding of what comprises BATNAs is insufficient for the intended purposes. Variant Title : Fundamentals of Providing Negotiation Advice Online: The Need for Developing BATNAs

Item type Book Section
Official URL
ISBN 9058505014
Subjects Historical > RFCD Classification > 280000 Information, Computing and Communication Sciences
Historical > FOR Classification > 0801 Artificial Intelligence and Image Processing
Historical > FOR Classification > 0803 Computer Software
Historical > FOR Classification > 0806 Information Systems
Historical > FOR Classification > 1801 Law
Historical > Faculty/School/Research Centre/Department > School of Management and Information Systems
Keywords ResPubID9824, ResPubID9824, ODR, best alternative to a negotiated agreement, BATNA, alternative dispute resolution, ADR, CyberSettle, Split Up system, blind bidding service
Citations in Scopus 25 - View on Scopus
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