WATNA

22 02, 2019

Negotiation Strategy 101!

By |2019-01-29T12:33:22+00:00February 22nd, 2019|Negotiation|0 Comments

  I recently read a blog post entitled, How To Make Decisions Like a Leader in 2019 appearing on the Leadership Freak website.  While the article talks in terms of making decisions as a leader, its strategies apply equally well to any negotiation. For example, first and foremost, the author notes that it is important [...]

28 02, 2008

Is BATNA Really Your WATNA?

By |2017-05-13T07:38:35+00:00February 28th, 2008|Research|0 Comments

Many years ago, Robert Fisher and William Ury coined the acronym ‘BATNA’ meaning “Best Alternative To A Negotiated Agreement.” It represents the available alternatives when a party is unable to negotiate an agreement. In the context of litigation, it often means going to trial. Based on a study just published by Vanderbilt University Law School [...]