The Leading Edge - Hillary, It’s time to BATNA down the hatches
Show me someone who hasn’t thought through a BATNA
(Best Alternative to a Negotiated Agreement) and I’ll show you Hillary Clinton.
BATNA is a term first developed by negotiation researchers Roger Fisher and Bill Ury of the Harvard Program on Negotiation (PON).
When people in a negotiation or campaign for the Presidential nomination have not thought through a contingency plan if their first one fails, they tend to become more desperate and intransigent on their first position.
The reason people don’t let go of their obsessive hold on a losing outcome (or some would say its obsessive hold on them) is that doing so threatens to throw them into a free fall leading to a dark black hole that feels bottomless.
It is like a death. And like a death one needs to go through the stages that Elisabeth K
July 7th, 2008 at 2:23 pm
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