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tl;dr version: Leverage = BATNA http://en.wikipedia.org/wiki/Best_alternative_to_a_negotiated_agreement http://en.wikipedia.org/wiki/Best_alternative_to_a_nego
by countrybama24 13y ago
tl;dr version: Leverage = BATNA
http://en.wikipedia.org/wiki/Best_alternative_to_a_negotiated_agreement http://en.wikipedia.org/wiki/Best_alternative_to_a_negotiate...
- Edmond 13y agoKnowing your BATNA is important so you don't take a deal worse than your BATNA, but the whole point of negotiation is to get something better than your BATNA. You should never lead a negotiation with your BATNA because then your counterpart is only going to give up the absolute minimum above your BATNA, thus depriving you of all the surplus.