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Value Negotiation: How to Finally Get the Win-win Right by Horacio Falcão

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14. Alternatives

Learning Objectives:

• Why it is important to have alternatives

• What to do when they mention their BATNA

• How to reduce the negative power of their BATNA

• How to best use our BATNA

• Which is better: a threat or a warning?

• How to use time as an alternative

• How to use the BATNA as a win-win tool

This chapter explores a very important, and yet dangerous, element: alternatives. Misunderstood or mishandled, alternatives invite win-lose moves and can undo much of our value negotiation effort. However, they are also an important part of a value negotiator’s toolkit, just one that comes with a tag: “Handle with care!”

Why do we have to handle alternatives with care? Because, maybe more than any other negotiation element alone, ...

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