#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

#13 Preparing for Negotiation When There is Conflict

  In my previous blog I provided some questions that will help you prepare for any negotiation. The questions below are supplemental. They are additional preparatory questions to help you orient yourself and ground yourself when there are conflict dynamics in a negotiating relationship. These questions also deepen your preparation work. The … Continue reading

#12 Increase Your Power at Negotiation

  I am using the term ‘negotiation’ broadly, applying it to a wide variety of situations where groups or individuals are seeking an agreement. Central elements of a negotiation are similar whether it is a personal relationship, a business arrangement, or a diplomatic issue between nations. In all of these … Continue reading