Best Alternatives to a Negotiated Agreement (BATNA)

 

Best Alternative to a Negotiated Agreement (BATNA)
Though he didn't use the acronym, Herb Kelman explains how BATNAs caused Oslo to break down.
Larry Susskind talks about conflict assessment and option identification.
Joshua Weiss, Associate Director, Global Negotiation Project, Program on Negotiation, Harvard University, describes the challenge of anticipating what the sides want out of a negotiation and how to effectively prepare as a negotiator.
Larry Susskind explains how BATNAs determine whether consensus agreements are possible.
Werner Petterson describes the symptoms of a power imbalance, and talks about what can be done to lessen its destructive effects.