How no-deal options can drive great deals: When actions away from the table eclipse face-to-face negotiation [Archive.org URL]

Yes you can look at your counterpart across the negotiating table and infer “when to hold them and when to fold them.” But negotiating successfully very much involves what you also do away from the table. These co-authors, widely experienced in international business negotiation, describe the importance of a Best Alternative To Negotiated Agreement, (BATNA), and a critical tactic that every successful negotiator must understand and deploy.

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