Negotiating Without a BATNA

Negotiating and Bargaining
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Negotiating and Bargaining > Best Practices

Chloe Xu, Director, Australia
As discussed in my post “”, having an established BATNA is fundamental to negotiation strategy as it helps people to determine when to walk away from a negotiation. But what would happen if the negotiation involved a sole supplier or no strong outside alternative is available? Is it possible to negotiate in business without having a (good) BATNA? It is obvious that the likelihood that such at-the-negotiation-table strategies will succeed with an uncooperative negotiator is small. Negotiation researcher David Lax proposed in his book “3-D Negotiation” some alternate approaches that aim to achieve leverage from deal set-up and deal-design: TIPS FOR MOVES IN EACH DIMENSION
  • SETUP MOVES. Begin by setting the table favorably. Invite the right people, dealing with the right group of issues and interests, and facing the right outside alternatives. Such setup moves increase the possibility that the other party will perceive your proposals as more attractive than those of your (...) Read more? Sign up for free

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Negotiating and Bargaining
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