Negotiate Anything

Why BATNA Might Be Your Biggest Negotiation Mistake - with Derrick (The Van Gogh of Negotiation) Chevalier (Part II)

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Apr 25, 2025
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INSIGHT

BATNA Can Limit Success

  • Relying on a BATNA can limit your negotiation success because it anchors you to pre-set outcomes.
  • The best deals often come from discoveries made during negotiation, not from sticking to initial alternatives.
ADVICE

Use BATNA as Starting Point

  • Keep your BATNA as a starting point, not the final goal, to stay open to creative solutions.
  • Educate your stakeholders to embrace surprises and the discovery nature of negotiation.
INSIGHT

Creativity Trumps BATNA Reliance

  • Evolved negotiators measure success by how much new knowledge they gain during negotiation.
  • Creativity is crucial to explore options beyond the BATNA before accepting any fallback.
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