#63 Use A Tripwire If You Feel Vulnerable In Negotiation

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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.’ … Continue reading

#62 Quantifying Intangible Interests In Negotiation

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Intangible interests are subjective interests that are difficult to quantify, for example privacy, reputation, and honour. It is difficult to weigh one option against another when you know they are relevant but have trouble determining the extent of their value. Below are three examples. In every case, one can estimate … Continue reading