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The most successful negotiators don't entertain dirty tricks in negotiation but instead strive to reach agreements that are satisfactory to both parties.
But if you find yourself on the receiving end of something that doesn't feel quite right, provided you recognise what's happening, you can address the situation and swiftly bring it back to a better place.
Refers to your “best alternative to a negotiated agreement,” or the best outcome you can expect if you fail to reach agreement at the bargaining table with your counterpart.
An evaluation of your BATNA is critical if you are to establish the threshold at which you will reject an offer.
Effective negotiators determine their BATNAs before talks begin.
There are 3 key questions you should ask yourself: