Best Alternative to a Negotiated Agreement (BATNA) is a well-known concept, coming out of the work of the Harvard Negotiation Project and immortalized in the 1981 book Getting to Yes. It means what ...

How can negotiators find leverage even when they appear to have no viable alternatives? The absence of a clear BATNA (best ...

Here’s how to avoid reactive dealmaking by Jonathan Hughes and Danny Ertel When we advise our clients on negotiations, we often ask them how they intend to formulate a negotiation strategy. Most reply ...

At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...