Background Note | HBS Case Collection | August 2000 (Revised December 2014)

Negotiation Analysis: An Introduction

by Michael A. Wheeler


Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a car and the sale of a business to dispute resolution and international diplomacy).

Keywords: Framework; Negotiation Tactics; Negotiation Preparation;


Wheeler, Michael A. "Negotiation Analysis: An Introduction." Harvard Business School Background Note 801-156, August 2000. (Revised December 2014.)