Negotiate Anything Is Your BATNA a Prison? Why Traditional Negotiation Rules Are Trapping You in Mediocre Deals
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Dec 25, 2025 In this enlightening discussion, negotiation strategist Derrick Chevalier, author of Evolve or Be Slaughtered, challenges the conventional wisdom around BATNA, highlighting how rigid adherence can limit potential. He emphasizes embracing creativity and adapting to new information to foster better deals. Derrick illustrates the importance of flexibility, sharing personal stories that underscore the power of innovation in negotiations. This engaging conversation encourages listeners to rethink their approaches and explore beyond traditional negotiation boundaries.
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Expected Outcomes Signal Lost Value
- If the negotiated outcome equals what you expected before the meeting, you probably left value on the table.
- Derrick Chevalier argues that BATNAs can imprison negotiators by fixing expectations and limiting discovery.
Treat BATNA As A Baseline Not A Goal
- A BATNA should be a starting point, not a destination that you negotiate yourself back into.
- Evolved negotiators use the BATNA as a baseline while prioritizing in-room discovery and creativity.
Exhaust Creative Options Before BATNA
- Don't run to your BATNA until you've exhausted creative tools and tactics to access what the counterpart won't readily give.
- Use strategy first, then deploy specific tactics to unlock additional value before accepting alternatives.
