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Basically, can you achieve more of what you want inside or outside a negotiation?
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Thus, even if you enter the negotiation (because you think you can get more), you now have a baseline of the least you can accept (because you know your alternatives)
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What then?
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Also, they will have been calculating their BATNA, so you can't push too far
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a number of key ideas help here
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'Good' here means addressing each side's interests in a fair, transparent and sustainable way
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You might still be unhappy about the outcome.
Which takes you back to your BATNA: as long as you've exceeded that, then you're still in a better place than you'd otherwise be
13/
- know what you want
- understand what you can get from a negotiation, and outside it
- treat a negotiation as problem-solving
- remember a 'successful' outcome might still not look great, but that's fine if you beat your BATNA
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/end