BATNA, interests, trade-offs, questions. During: Listen > Reframe > Invent options > Use criteria. When stuck: “Help me understand…” or “What would be fair to both of us?” After: Debrief – What worked? What was their BATNA? Did we create value?
at the forefront of every discussion to ensure long-term, respectful partnerships. negotiation genius pdf
: This is the set of deals acceptable to both sides, existing between your RV and the other party's RV. 4. Interests and Issues Move beyond simple positions to find hidden value. BATNA, interests, trade-offs, questions