I've always found this to be the trickiest, both in terms of defining it (in advance of a negotiation) and being willing to stick to it (during the discussion). Sometimes understanding that the BATNA is just the time saved can be helpful.
NB It's related to other advice that 'deals exist in order to fall through'.
I've always found this to be the trickiest, both in terms of defining it (in advance of a negotiation) and being willing to stick to it (during the discussion). Sometimes understanding that the BATNA is just the time saved can be helpful.
NB It's related to other advice that 'deals exist in order to fall through'.