Negotiation Skills with and without BATNA
Without a BATNA
Well, alright, I guess. You can pick it up this weekend.
I really was hoping to get more, but this is the only serious offer.
With a BATNA
I can always sell it to my friends if this guy doesn't agree.
Well, I really couldn't go below $100. And you'd need you to pick it up next week.
The negotiator is at the mercy of the best offer she recieves.
The negotiator knows she can push for more because she is not dependent on the negotiation being successful.
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