Month: July 2016

Negotiation, Property and the Nuclear Option

In their 1981 bestseller, “Getting to Yes” Roger Fisher and William Ury coined the term BATNA–best alternative to a negotiated agreement. Before you enter a negotiation, you should understand your position if negotiation completely breaks down–your BATNA. The character of this non-negotiated situation helps you establish your “walk-away point”–the least degree of concession you’ll accept from the person on the other side before you abandon the negotiation altogether. This “nuclear option” is not just important when the negotiation “goes nuclear” but colors the entire negotiation from beginning to end. The person with a comfortable situation in the face of...

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