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Next-Level Negotiating (HBR Women at Work Series)
book

Next-Level Negotiating (HBR Women at Work Series)

by Harvard Business Review, Amy Gallo, Deborah M. Kolb, Suzanne de Janasz, Deepa Purushothaman
December 2022
Beginner content levelBeginner
224 pages
3h 16m
English
Harvard Business Review Press
Audiobook available
Content preview from Next-Level Negotiating (HBR Women at Work Series)

7

The Most Overused Negotiating Tactic Is Threatening to Walk Away

by Jay A. Hewlin

Professional negotiators and researchers alike hail the BATNA (best alternative to a negotiated agreement, or “walk away” outcome) as a negotiator’s primary source of relative power.1 But relying on even the best of alternatives as leverage can be tricky business.

Your relative power in a negotiation is your capacity to use resources to influence another’s circumstances, and a BATNA’s role in that regard can range anywhere from significant to nonexistent. Consider the obvious challenge of a negotiator who thinks she has a very strong alternative but discovers that the other side has a relatively stronger one. This type of BATNA asymmetry can occur in several ...

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Publisher Resources

ISBN: 9781647824341