Objectives:
- Understand the concept of the Best Alternative to a Negotiated Agreement (BATNA) and its importance in negotiations.
- Analyze different negotiation scenarios to identify the BATNA for each party.
- Evaluate how BATNA influences the outcome of negotiations.
- Apply the concept of BATNA to real-life negotiation situations.
Materials:
- Video clips from Game of Thrones (Season 1 and other relevant seasons).
Procedures:
Introduction (5 minutes):
- Begin by asking students if they have ever been in a negotiation (e.g., bargaining for a better price, negotiating with parents for more screen time).
- Introduce the concept of BATNA (Best Alternative to a Negotiated Agreement) and explain its importance in negotiations.
Instruction (30 minutes):
- Define BATNA as the most advantageous alternative course of action a party can take if negotiations fail.
- Discuss the importance of knowing one’s BATNA and how it provides leverage in negotiations.
- Show the first clip from Game of Thrones: “Caitlyn Stark negotiating with Lord Frey for safe passage”
- Divide students into small groups – what was each sides BATNA? Who seemed to get a better deal in the bargaining? Why?
- After discussing in groups, ask each group to report out.
- Students might realize that the Starks were desperate to cross and Lord Frey was indifferent, giving him an advantage.
- Show the second clip from Game of Thrones, where Lady Tyrell is negotiating with Tywin Lannister about marriage alliances.
- Divide students into small groups – what was each sides BATNA? Did the BATNA’s change? Who seemed to get a better deal in the bargaining? Why?
- After discussing in groups, ask each group to report out.
- After discussing, students should realize that reducing an opponent’s BATNA is one way to increase a bargained outcome.
Discussion Questions for Worksheet:
- Define BATNA and explain its importance in negotiations.
- Identify the BATNA for Caitlyn Stark and Lord Frey in their negotiation.
- Analyze how Tywin Lannister weakened Lady Tyrell’s BATNA and forced her to agree to his terms.
- Provide a real-life example where knowing the BATNA helped in achieving a favorable negotiation outcome.
Conclusion (10 minutes):
- Summarize the key points covered in the lesson, including the definition and importance of BATNA, how it influences negotiations, and the outcomes of the Game of Thrones clips.
- Emphasize the real-world applications of BATNA and encourage students to consider their BATNA in future negotiations.
Follow-Up Activity:
- Assign students to find a real-life negotiation scenario (e.g., labor negotiations, business deals, international treaties) and identify the BATNAs for each party involved. Have them prepare a brief presentation on their findings to share with the class in the next lesson.