BATNA

Best Alternative to a Negotiated Agreement. The true measure by which you should judge any proposed agreement. It is the only standard which can protect you both from accepting terms that are too unfavorable and from rejecting terms it would be in your interest to accept. (Roger Fisher and William Ury, Getting to Yes [Penguin Books, 1991], 100-01)

The following items are tagged BATNA.

Deal Making: When You Hold All the Cards

Posted by & filed under Dealmaking.

Consider the following hypothetical negotiation scenarios, in which you seem to hold all the cards:

- One of your customers has just landed a lucrative new contract, and you’re the only supplier who can add a critical component to that customer’s production process.

- You own a controlling interest in a publicly traded company and are seeking to buy out the minority shareholders and take the company private [LINK to Michael Dell’s Negotiations with Shareholders article].

- You sell umbrellas, and a man in a well-tailored suit rushes into your shop at the start of a downpour.

What’s the problem, you might reasonably ask?

May 2014

Posted by & filed under Negotiation Briefings Monthly Archives.

Beyond Walking Away: Facing Difficult Negotiation Tactics Head-On: Coping with Lies, Threats, and Insults? Here’s How to Change the Game.

Get Past “Us” versus “Them”: A New Book Applies an Old Philosophy to Resolving Moral Conflicts.

Facebook’s Purchase of WhatsApp: Behind the Eye-Popping Acquisition.

Dear Negotiation Coach: Cooling Off After Conflict.

International Negotiations: A Game of Chess…or Marbles?

Posted by & filed under International Negotiation.

Many observers view Russian president Vladimir Putin’s decision to send Russian troops into Crimea in the wake of violence between protesters and police in Kiev and Ukrainian president Viktor Yanukovich’s abrupt departure as the first gambit in a carefully reasoned strategy.

“Putin is playing chess and I think we are playing marbles, and I don’t think it’s even close,” said Representative Mike Rogers, chairman of the House Intelligence Committee, in criticism of President Barack Obama and his administration. Arguing that Putin’s advance into Ukraine is part of a plan to strengthen Russia’s “buffer zones,” Rogers accused the Obama administration for making too many concessions to Russia and failing to respond decisively to the crisis.

April 2014

Posted by & filed under Negotiation Briefings Monthly Archives.

Manage the Tension Between Claiming and Creating Value: Balance the Costs and Benefits of Sharing Information in Business Negotiations

In Negotiation, Emotional Intelligence Brings Mixed Results: The Ability to Regulate and Read Emotions May Be Less of a Boon to a Negotiator Than You May Expect.

Bringing Congress Back to the Negotiating Table: Political Science Offers a New Perspective on Washington Gridlock

Dear Negotiation Coach: The Benefits of Nonverbal Communication in Negotiation.

Dealing with Difficult People—Such As Putin?

Posted by & filed under BATNA.

In negotiation, we are often confronted with the task of dealing with difficult people—those who seem to prefer to set up roadblocks rather than break down walls, or who choose to take hardline stances rather than seeking common ground.

How can you deal with such difficult people?

One tactic you might consider is avoiding the conversation altogether by finding more collaborative negotiating partners, but this is not always an option.

When avoidance is impossible, strengthening your best alternative to a negotiated agreement (BATNA) can help give you the confidence you need to deal with obstinacy among negotiating partners.

March 2014

Posted by & filed under Negotiation Briefings Monthly Archives.

Lessons from a Master Negotiator: Nelson Mandela.

Negotiation Research You Can Use: The High Cost of (Unconcious) Racial Bias

Questioning Authority: Negotiating with Uninformed Parties

Dear Negotiation Coach: What Can I Do To Feel Less Anxious When I Negotiate?

Frustrated by an Uninformed Negotiator? Consider Your BATNA

Posted by & filed under BATNA.

As the lead negotiator in 18 months of top-secret talks with Iran over its nuclear program, U.S. State Department Under Secretary for Political Affairs Wendy Sherman found herself negotiating as if through a dark screen. Rather than dealing directly with Iran’s supreme leader, Ali Khamenei, the United States delegation led by Sherman was assigned to interact with Iran’s American-educated foreign minister, Mohammad Javad Zarif, the New York Times reports.

During the course of the discussions, it remained unclear exactly how much negotiating authority Zarif possessed, if any. “We are only going to find out by testing him,” Sherman said. She found the drawn-out process of “signal-sending” with Iran frustrating, the Times reports.

Most of us have had the experience of doubting a counterpart’s ability to make decisions on behalf of his organization. Fortunately, business negotiators typically have more options than Sherman did to improve the situation. Here are three guidelines

NEW! Negotiation Strategies for Women: Secrets to Success

Posted by & filed under Freemium.

As a general manager of a business unit and the father of two daughters in college, I have no tolerance for gender bias in the workplace or anywhere else for that matter. At least that’s what I thought, until a women manager handed me the Negotiation Strategies for Women report that she recently received from the Program on Negotiation.

I read it cover to cover and was startled by what I learned – that double standards and obstacles still exist for women professionals to advocate for themselves. I met with my HR manager and together we scrutinized our business. We realized that we were unintentionally perpetuating gender inequality.

Discover how to collaborate, negotiate, and bargain with even the most combative opponents. In Dealing With Difficult People, you’ll gain actionable strategies for:

Dealing with people who won’t give you what you want

Holding your ground in difficult situations

Negotiating effectively in the face of adversity

Top 10 Negotiation Failures of 2013

Posted by & filed under Negotiation Skills.

Here’s a list of some of the most notable negotiation flops of the past year – from deals that were over before they started, to those that were botched at the table, to those that proved disastrous well after the ink had dried.