Four Key Concepts
WHEN PEOPLE DON’T have the power to force a certain outcome or behavior, they negotiate—but only when they believe it is to their advantage. A negotiated solution is advantageous only when a better option is not available. Therefore, any successful negotiation must have a fundamental framework based on knowledge of three things:
- The best alternative to a negotiation
- The minimum threshold for a negotiated deal
- How flexible a party is willing to be and what trade-offs it is willing to make
Four concepts are especially important for establishing this framework.
- BATNA (best alternative to a negotiated agreement): your options ...
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