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BATNA Builder

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BATNA Builder

Three kinds of no. One BATNA you can actually use.

~15 min
Learning goal

Distinguish Sebenius's three forms of refusal and construct a defensible BATNA before entering a negotiation.

  1. 1First, sort nine statements into three buckets: tactical, reset, or final 'no'.
  2. 2Then build a BATNA card for a real upcoming negotiation. Be honest about how developed your alternative actually is.
  3. 3Strength score weighs realism, developedness, and independence from the counterparty.