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Going to BATNA for your next deal?

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in Leaders & Managers

Never enter a high-stakes negotiation without what negotiating expert Kathleen Kelley Reardon calls BATNA:

Best Alternative To a Negotiated Agreement.

It’s your plan for what you will do if negotiations fall apart, no agreement is possible and you have to move ahead on your own.

Why is a BATNA important? It gives you a realistic sense of how much you need the other party. It lends you assurance and strength. Better yet, it gives you a sense of how much it is worth conceding to reach agreement … and prevents you from giving away the farm.

— Adapted from It’s All Politics: Winning in a World Where Hard Work and Talent Aren’t Enough, Kathleen Kelley Reardon, Currency Doubleday.

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