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Use BATNA to strengthen your position from "summary" of Getting to Yes by Roger Fisher,William Ury,Bruce Patton

When you negotiate, it is important to have a strong alternative to any agreement you may reach. This is known as your Best Alternative to a Negotiated Agreement, or BATNA. Your BATNA is your fallback option in case negotiations do not go as planned. By having a strong BATNA, you can strengthen your position and increase your bargaining power. Having a strong BATNA allows you to negotiate from a position of confidence. If you know that you have a viable alternative to the current negotiation, you are less likely to make concessions that are not in your best interest. This can help you avoid settling for an agreement that does not meet your needs or objectives. Additionally, knowing your BATNA can help you set realistic goals for the negotiation. By understanding what your alternatives are, you can determine what you are willing to accept and what you are not. This can help you stay focused on what is most important to you and avoid getting distracted by less important issues. Furthermore, having a strong BATNA can give you leverage in the negotiation. If the other party knows that you have a viable alternative, they may be more willing to make concessions in order to reach an agreement. This can help you achieve a better outcome and ensure that your needs are met. In summary, using your BATNA to strengthen your position in a negotiation is a powerful strategy. By knowing your alternatives, you can negotiate from a position of confidence, set realistic goals, and gain leverage in the negotiation. This can help you achieve a better outcome and ensure that your interests are protected.

Getting to Yes

Roger Fisher

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