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Negotiating Outcomes: Expert Solutions to Everyday Challenges by Harvard Business School Press

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Four Key Concepts

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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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