Is your BATNA really a sure thing?

In negotiation, a smart way to determine whether to accept or reject a deal is to compare it to your best alternative to a negotiated agreement. But when our no-deal alternative is uncertain, our decisions are often flawed, new research shows.

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BATNA Examples in Negotiation

Article Excerpt

On March 12, federal prosecutors revealed they had charged 50 people in a conspiracy to influence college admissions decisions at several top U.S. universities. Thirty-three parents were accused of conspiring with college consultant William Singer to fraudulently boost their children’s entrance-exam scores or bribe college coaches to designate the children as recruited athletes.

In pre-indictment negotiations, … Read Is your BATNA really a sure thing?

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