To BATNA or not to BATNA - that is the question

Clearly, no-agreement alternatives are the most difficult topic to deal with at the negotiation table. "Take it or leave it" is often one of those perceived threats, resulting from raising a nogo alternative. Seasoned negotiators evaluate if a nogo alternative can be raised in order to enhance the abilities of the parties to work together.
Areas to consider are:
- Should you disclose your BATNA (depends on your personality and your point of leverage)
- How should you disclose your BATNA (depending on communication and relationship-building skills)
- Asking about the other party's BATNA (see afore mentioned)

Please proceed to the next content area