What BATNAs Are
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BATNA is a term coined by Roger Fisher and William Ury in their 1981 bestseller, Getting to Yes: Negotiating Without Giving In. It stands for “Best ALTERNATIVE TO a negotiated agreement.” Said another way, it is the best you can do if the other person refuses to negotiate with you–if they tell you to “go jump in a lake!” or “Get lost!”
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I’ve tried to boil down negotiation to ten rules. The rules, in order of appearance, are:
1、Get everything in writing
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2、Always keep the door open
1、Decide on your break-even point. In financial terms, this is the lowest amount or cheapest price you will accept in the deal. In non-financial terms, this is the “worst-case scenario” you are willing to accept before walking away from the negotiating table.
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Negotiating is a part of everyday life, but in business it’s absolutely critical to your success. Poor negotiation can cripple a company just as quickly as losing key customers. While most negotiating strategies seem like common sense,
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“What’s your best price? That’s too expensive.Your competitor is selling the same thing for….”
Most salespeople and business owners hear statements like this every day. That means it is important to learn how to negotiate more effectively. Here are five strategies that will help you improve your negotiation skills and drive more dollars to your bottom line:
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You are missing out on getting jaw-dropping deals from your vendors and great margins if you don’t master negotiation skills for discussions with your suppliers.While there are no hard and fast rules to fit every negotiation need, there are important principles to help us become more effective during meetings.
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Negotiating the right deal with your suppliers doesn’t necessarily mean getting what you want at the cheapest possible price.You may want to negotiate other factors such as delivery times, payment terms or the quality of the goods.
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