Parties are more likely to misrepresent their BATNA or reservation price than their general interests.

Question

Quizplus · Accepted Answer

Parties in negotiations are more likely to misrepresent their Best Alternative to a Negotiated Agreement (BATNA) or reservation price to gain leverage or a better position, whereas their general interests, which are broader and less quantifiable, are less likely to be misrepresented since they form the basis for finding mutual gains and understanding.

Parties Are More Likely to Misrepresent Their BATNA or Reservation