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."…
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- Review methods for avoiding common negotiation pitfalls.
- Determine what you really want.
- Clarify how and when to use your bargaining power.
- Recall strategies for making mutually beneficial agreements.
- Recognize ways to anticipate potential responses.
- Use turns to respond and restore your position in a negotiation.