In this video, Elizabeth Robillard covers how to introduce your leverage carefully without wielding it as a threat. She also covers three ways to let the other person know your BATNA and how to leverage your allies.
- [Educator] As you prepare to get the other person…to the negotiation table, remember your BATNA.…Best Alternative to a Negotiated Agreement.…A BATNA answers this question: what alternatives do I have…if I can't get an agreement done?…Having a good BATNA, a good alternative,…empowers you as you prepare to get the negotiations…off the ground.…The trick is figuring out how to use your BATNA…to convince the other person to negotiate with you.…Simply having a good BATNA is not enough.…
It's how you use it that matters.…If you mention your BATNA directly, it is seen…as a threat.…For example, "If you don't give me a raise,…I'll take a different job."…If you say you have another offer, your boss may…tell you to take it.…Probably not the outcome you were hoping for.…Or your boss may start to question your loyalty.…Instead, let's review three ways you can use…your BATNA more effectively.…Approach one: state and backtrack.…
If you have another offer, you might say,…"I have been contacted by another company,…but I really love my job here."…
LinkedIn Learning (Lynda.com) is a PMI Registered Education Provider. This course qualifies for professional development units (PDUs). To view the activity and PDU details for this course, click here.
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- The importance of negotiation
- Avoiding common negotiation pitfalls
- Determining what you really want
- Gathering relevant information
- Understanding bargaining power
- Determining your best alternative
- Anchoring your negotiation with options
- Making mutually beneficial agreements
- Anticipating responses
- Getting negotiations started
- Asking good questions