Define a realistic BATNA and reservation value before entering a negotiation.
A walk-away line is not pessimism. It is the source of calm. Separate wishes from alternatives A wish is what you want from the other side. An alternative is what you can do without them. The mistake is treating 'I need them to come down' as leverage. It is not leverage until you can name the action you will take if they do not. Convert the BATNA into a reservation value A BATNA becomes useful when it is translated into a boundary. Include switching cost, delay, risk, internal time, and relationship impact. The number does not need to be perfect;…
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