Ineffective B2B Sales Training and the Folly of BATNA Negotiation Strategy
Iannarino
JANUARY 31, 2023
I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes , a book by Roger Fisher, William Ury, and Bruce Patton, which I had read before. After reading assignments and lectures, we spent most of the time negotiating scenarios. One of the popular strategies we learned was BATNA, an acronym for your “best alternative to a negotiated agreement.
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