Tip #553: Key Interests and BATNA in Negotiation

On January 25, 2015, Posted by , In management and leadership, By ,, , With Comments Off on Tip #553: Key Interests and BATNA in Negotiation

“We cannot negotiate with those who say: ‘What’s mine is mine and what’s yours is negotiable.'” John Fitzgerald Kennedy

I was just in Amman, Jordan to conduct a two-day Interest Based Negotiation training program. On Day One, our focus was Getting to Yes.

Based on the work by Roger Fisher, there are five basic steps:

(1) separate the people from the problem; (2) focus on interests, not positions; (3) generate options for mutual gain; (4) rely on objective standards; and (5) keep your BATNA (your best alternative to a negotiated agreement) in your hip pocket.

We had lots of interesting discussions. One dealt with the difference between interests and positions. We decided, based on my strenuous encouragement, that positions are … Read the rest