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| | BATNA - What is Negotiation BATNA? No Agreement Alternative Negotiating Best, London UK |
 | | A well thought through, clearly defined BATNA has the advantage that it makes it possible for the negotiator to break off the negotiation if it becomes clear that a beneficial outcome is not achievable, as the negotiator would then know what the consequences would be should the negotiation fail. |
 | | Should a negotiator have a strong BATNA, it may be beneficial to reveal it, as this would prevent the other party/ parties from acting as if a good alternative does not exist. |
 | | Where a party, however, has a weak BATNA, non-disclosure may be the preferred approach, as this may, especially where the other party is showing signs of over-estimating its opponents BATNA, prove to be a bonus that should not be squandered through disclosure. |
| www.calumcoburn.co.uk /articles/articles-batna.html (925 words) |
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