Getting To Yes by Roger Fisher | Audiobook Summary
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How to Overcome Obstacles in Negotiations
Your goal should be to get the best possible deal and avoid agreeing to a bad deal. Without a BATNA, we tend to set an arbitrary bottom line for our negotiations or consider a vague aggregation of all possible options. By identifying realistic and good BATNAs, we can improve our bargaining position. The better your BATNA, the stronger your bargaining power. If you have a strong BATNA, it's a good idea to disclose it to the other party.
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