Article Excerpt
What is your greatest source of power in negotiation? You may have learned— perhaps in this newsletter or in Roger Fisher, William Ury, and Bruce Patton’s landmark negotiation book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 1991)—that it is often a strong BATNA, or best alternative to a negotiated agreement. Experienced negotiators scan the environment before … Read For a Better Deal, Look Beyond Your BATNA
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