Understanding Your Power: BATNA and Leverage in Negotiations
Description
Did you know that leverage in negotiations isn't just about facts or power - it's primarily about perception? Research shows that leverage is determined by which party feels they have more at stake if no agreement is reached. The stronger their need for a deal and concern about walking away empty-handed, compared to yours, the greater your negotiating advantage.
Let me share how understanding BATNA and leverage can transform your negotiation outcomes.
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I welcome any suggestions, questions, or comments at yrana@negoai.ai
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