When the other party is more powerful - Deepstash
When the other party is more powerful

When the other party is more powerful

The weaker party can be protected against a poor agreement by developing a BATNA - the Best Alternative to a Negotiated Agreement.

The reason you negotiate is to produce something better than what you can obtain without negotiating. Without a BATNA, you will negotiate blindly. The party with the best BATNA is the more powerful party in the negotiation.

Develop your BATNA:

  • Create a list of actions you will take if no agreement is reached.
  • Improve some of the most promising ideas and change them into practical alternatives.
  • Select the one alternative that seems best.

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lindtho

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A seminal book on negotiating strategy and tactics. It has step-by-step instructions for reaching agreements that benefit both parties.

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Establish a fallback position (BATNA)

In negotiation theory, a fallback plan is referred to as a BATNA, or ‘best alternative to a negotiated agreement.’ 

If you can’t get exactly what you want, you should know what alternatives there are. This puts you in a more powerful position in the negotia...

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