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.
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.
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.
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.
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?
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
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
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.
2013 witnessed a series of colorful mergers, acquisitions, and other deals. Here are 10 negotiations and negotiation trends from which business dealmakers can learn.
Negotiators: Prepare to Go with the Flow – Change and uncertainty mark today’s negotiations. A new book helps us draw on our innate creativity to adapt and thrive.
Smart Phones, Smart Negotiators? Our ability to negotiate 24/7 presents both challenges and opportunities.
Nothing But Net Profit: The NBA and “The Greatest Deal Known to Man.”
Dear Negotiation Coach: Defending Against Scope Creep.
Ask Better Questions in Negotiation – Gather Information That Will Expand Possibilities.
Women Negotiators – Focus on Power and Status.
Crisis Negotiations at JPMorgan – Banking on a Deal with the DOJ.