BATNAs and the Emotional Pains from “Positional Negotiation”
If you have problems with BATNA theory (best alternative to negotiated agreement), you aren’t the only one. Some people have privately shared their concerns with me, and I suspect that there are a lot of others who are “in the closet” and don’t express their concerns publicly because BATNAs are so widely taken for granted … Continue reading BATNAs and the Emotional Pains from “Positional Negotiation”