Wednesday, August 25, 2010

small wins.. the BATNA works

I've spent all week without a batna. PLEASE get me your presentation. PLEASE. I BEG OF YOU. It's worthless. I have no alternative.

Then - on a much smaller item - I suggested the approach of asking "would you like to do this thing - or should we let Bob do it?"

not 3 minutes passed before "I'll do it" came across the transom.

The BATNA rules.

*BATNA - best alternative to negotiated agreement. Basically, having a good back up plan. Either explicit or implicit. If you don't have one, you're screwed. If you do - you're always golden. Because even if someone doesn't play by the rules - you have a back up plan.

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