黑料不打烊

In a piece for the Harvard Business Review, Desautels course lecturer Jay A Hewlin writes that, though negotiation experts the world over consider the 鈥渨alk away鈥� (technically, 鈥淏est Alternative to a Negotiated Agreement鈥� or BATNA) tactic to be an important tool, it鈥檚 not the best approach for every situation.

A negotiator has to bear in mind the relative strength of his or her own position compared to that of the other side. The true usefulness of BATNA lies in determining the limits of what constitutes an acceptable outcome, rather than holding it like a stick in a negotiation.