1. Explain in detail what BATNAs are and why it is so important to know what they are and when to use them at the negotiating table.
2. Positional Bargaining Explain in your own words what the problems are with positional bargaining. What are the reasons it doesn't work? Provide an example from the book or the real world of positional bargaining.
3. Points of Principled Negotiations Define and explain the four points of principled negotiation.

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1 BATNAs Your Anchor in Negotiation BATNA stands for Best Alternative To a Negotiated Agreement It essentially represents your alternative plan if the current negotiation falls through Knowing your BA... View the full answer