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The Accidental Negotiator

BATNA

How To Get The Most Out Of Your BATNA

November 24, 2023 by drjim
You can get the upper hand when you know what your BATNA is

Negotiators need to understand how their BATNA can be used to resolve impasses that can occur during a negotiation

Categories 05 - Signal Tags BATNA, comparable, decision-tree analysis, impasse, negotiating techniques, negotiation styles, principled negotiation, translation process, WATNA

What Can Cause A Negotiation To Go Wrong?

June 30, 2023 by drjim
Negotiators need to know how to address conflict in a negotiation

Negotiators need to understand that conflicts can arise in any negotiation and if they do, we have to recognize them in order to deal with them

Categories 03 - Argue Tags alternatives, attribution error, BATNA, conflict, identity, interests, negotiating techniques, negotiation styles, principled negotiation, punish

Strategies For Getting More Out Of Your Next Negotiation

May 5, 2023 by drjim
Distributive bargaining strategies can get you the deal that you want

During a negotiation, negotiators can use distributive negotiations in order to divide up what is being negotiated and then use various strategies to be successful

Categories 04 - Explore Tags anchor, BATNA, bottom line, distributive negotiation, high aspirations, integrative negotiation, negotiating techniques, negotiation styles, principled negotiation

Negotiators Discover The Power Of A Hidden Price

April 14, 2023 by drjim
If the price is not known, then that can affect the whole negotiation

Negotiators may find themselves in a negotiation where the price of the product is not known and they need to be careful to understand the limits of the negotiation

Categories 05 - Signal Tags anchor, anchoring, BATNA, bid, hidden, negotiating techniques, negotiation styles, opening bid, price, principled negotiation, ZOPA

Using A BATNA To Get The Deal That You Want

March 24, 2023 by drjim
You have to know your BATNA in order to use it

Excerpt: Negotiators need to understand that they may encounter an impasse in a negotiation and so they need to know their BATNA and what to do with it

Categories 06 - Package Tags BATNA, best alternative to a negotiated agreement, decision tree, negotiating techniques, negotiation styles, principled negotiation, risk tolerance

What’s The Best Way To Prepare For A Negotiation?

February 10, 2023 by drjim
Preparing for a negotiation requires us to do a great deal of thinking

Negotiators not only have to take the time to prepare for their next negotiation but they also have to understand how to prepare for it

Categories 01 - Prepare Tags BATNA, best alternative to a negotiated settlement, negotiating techniques, negotiation styles, prepare, principled negotiation, reservation value

How Many BATNAs Are Too Many?

February 4, 2023 by drjim
Negotiators need to know if having too many BATNAs is not good

Negotiators who go into a negotiation with multiple BATNAs often find themselves making less-ambitious first offers

Categories 02 - Open Tags alternative, BATNA, best alternative to a negotiated agreement, first offer, negotiating techniques, negotiation styles, principled negotiation

Making The Most Of A Weak BATNA

January 27, 2023 by drjim
A weak BATNA might allow you to get an edge during your negotiations

Negotiators with weak BATNAs need to move carefully and find ways to try to maximize their position and get the deal that they are seeking

Categories 03 - Argue Tags BATNA, best alternative to a negotiated agreement, draft agreement, escalation, negotiating techniques, negotiation styles, principled negotiation, risk

What’s A Better Way To Do Sales Negotiations?

October 7, 2022 by drjim
Negotiators need persuasion strategies in order to get what they want

Negotiators in business negotiations need to understand that in order to get the best deal they need to be aware of all of the ways that they can deal

Categories 04 - Explore Tags BATNA, counteroffer, framing, gains, losses, negotiating techniques, negotiation styles, offer, overjustify, principled negotiation, rational, split

What’s The Best Way To Prepare For A Negotiation?

September 30, 2022 by drjim
To get the deal that you want, you have to take the time to prepare

Negotiators who want to be successful in their next negotiation need to understand the proper way to go about preparing for a negotiation

Categories 01 - Prepare Tags BATNA, best alternative to a negotiated agreement, negotiating techniques, negotiation styles, prepare, principled negotiation, reservation price
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