The one thing that changed how I negotiate

Mon, 11 Mar 2024 13:33:58 +0000

I used to think negotiation was about persuasion. About having the right words, the right tone, the right strategy. Turns out I was missing the whole point.

There’s a concept from negotiation theory called BATNA — Best Alternative to a Negotiated Agreement. It sounds academic, but it’s actually the single most practical thing you can know before walking into any discussion where two people want different things.

Your BATNA is what you’d actually do if the talks fall apart. Not what you hope for. Not what sounds good in your head. What you’d realistically do tomorrow morning when nothing has been agreed.

Negotiation on Shafiq Alibhai

The one thing that changed how I negotiate