#66 The Negotiator’s Dilemma

Negotiator's dilemma

In the previous two blogs I presented some of the ways that one could be taken advantage of in negotiation and how to respond to them. So far I have covered tricks, power grabs, exaggeration, and possible reneging on agreements. But there is another deeper and more profound problem that … Continue reading

#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 … Continue reading