18 Jul 2018
We all know the key to success in negotiation is preparation.
But what is often overlooked is the question “what happens if the negotiations do not go as planned?” Should you try again, give in, source elsewhere?
Knowing your best fall-back position informs your negotiating stance and can strengthen your hand.
This is called your BATNA (Best Alternative to Negotiated Agreement).
The BATNA concept was introduced...
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