BATNA

From Getting to Yes by Roger Fisher — Chapter 6

The Framework

The most famous concept in the book and one of the most influential in negotiation theory.

How It Works

BATNA provides a structured approach to understanding Associative Coherence, BATNA, Black Swans as presented in Chapter 6 of Getting to Yes.

Related Concepts

Concepts explored in the same chapter:

• Associative Coherence
• BATNA
• Black Swans
• Certainty Effect
• Covert Influence
• Negotiating Power
• Negotiation
• Rapport Building

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📚 From Getting to Yes by Roger Fisher