1. Step 4
No Wether to Leave
You negotiate to get
something better than what you can get with out negotiating: your Best
Alternative to a Negotiate Agreement ( BATNA ). If you can do better through
negotiating, negotiate. If you can’t, don’t.
Before negotiating,
understand your ability to achieve your objectives on your own or with others.
Keep track of your BATNA. Are you making progress or wasting time? Be alert to
signals that negotiations is not working for you.
Know your BATNA: It tells you wheter negotiating is worth the effort. Be aware of
changes in your BATNA.
Work with all the
BATNAs: Try to strengthen your BATNA and weaken
the other BATNAs. The better you understand them, the better you can judge
wheter it is in your interest to continue negotiating or to walk away.
Be ready to walk: Knowing when it’s wise to leave a negotiation can make the process
work far better for you. If nothing changes your BATNA, negotiation mat not be
worth the time.
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