For a Better Deal, Look Beyond Your BATNA

When negotiators focus too narrowly on their best alternative to a negotiated agreement, they overlook opportunities to create value.

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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

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