If you’ve ever been annoyed by a negotiation counterpart who can’t seem to remember your interests and priorities, it could be that your communication skills, not his poor memory, are to blame. Negotiators typically aren’t as transparent as they think they are. In some cases, we think we’re revealing more information to the other side than we actually are. At other times, we fail to present information as clearly as possible. Such communication failures can pose significant problems.

Question: What should I do when a negotiation seems to be all about price, I have no BATNA, and the other side knows it? Answer: This question references the well-known negotiation term “best alternative to a negotiated agreement,” or BATNA, coined by Roger Fisher and Bill Ury in their seminal book Getting to Yes (Penguin, 1991). Even though it’s a question I hear regularly, it’s not entirely accurate as a matter of negotiation vocabulary. You always have a BATNA, but your BATNA might be an unacceptable outcome for you or your organization.

Training Great Negotiators Inside And Outside The Courtroom
In complex legal negotiations, money, reputations, and sometimes even lives are often at stake. Legal professionals must know how to read and debate the law as well as fully embrace the art and science of negotiation.
To help attorneys and other legal professionals become well versed in law

The PON Film Series is pleased to present:
The Ghost Army
 
Join us for a screening and discussion with
film director Rick Beyer.
 
Wednesday, October 1, 2014
7:00 PM
Langdell Hall South, Harvard Law School
Free admission; public welcome. Refreshments will be served.
 
About the film:
“I learned a lot, fooling people and deceiving people, and it stood me in good stead the rest