BATNA Flashcards
It is in your interest to disclose your BATNA to the opposite side in a negotiation
If it is better than the other side assumes it to be.
It is in your interest to disclose your BATNA to the other side in a negotiation when:
The other side assumes that you do not have another good alternative and you have one
The following statement regarding BATNA is true:
Knowing your BATNA helps protect you from making an agreement you should reject
It is not in your interest to disclose your side’s BATNA to the side in a negotiation when:
→ Your BATNA is extremely unattractive
→ Your BATNA is worse than the other side assumes
It is in your interest to disclose your side’s BATNA to the other side in the negotiation if the other side is digging and if:
It is extremely attractive
