Search Results for: batna

#36 How To Come Up With Your BATNA

In their groundbreaking book on negotiation, Getting to Yes, Fisher and Ury introduced the concept of Best Alternative To a Negotiated Agreement (BATNA). The authors present the BATNA, which is also applicable to conflict situations, as a more useful and powerful concept than having a ‘bottom line’. The bottom line is the worst deal that is still …

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#63 Use A Tripwire If You Feel Vulnerable In Negotiation

The notion of a ‘tripwire’ is a highly practical concept supplemental to the BATNA that Fisher and Ury wrote about in Getting to Yes. If you are concerned about being influenced to accept – in the heat of the moment – an agreement you will later regret, use a ‘tripwire.’ The tripwire is a line …

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#37 Alternatives To Mediation In The Workplace

In the previous blog I explained how having an alternative to negotiation is empowering. Here I am going to talk about alternatives to mediation. In the case of workplace conflict, I find that helping the parties to explore their alternatives to mediation is an effective preparation for mediation. Frequently the alternatives are not as secure …

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