Getting to Yes - Chapter 5
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Questions and Answers

What is the primary reason to develop a BATNA in negotiation?

  • It helps to protect you against making an agreement you should reject. (correct)
  • It makes the negotiation process faster.
  • It ensures the other side will agree to your terms.
  • It eliminates the need for negotiation.

    • What is a significant disadvantage of having a bottom line in negotiation?

  • It strengthens your negotiation position.
  • It limits your ability to benefit from what you learn during negotiation. (correct)
  • It makes you more flexible in negotiations.
  • It encourages creative solutions.

    • What should you do if you have not thought about your BATNA?

  • Negotiate without it, trusting your instincts.
  • Be optimistic and assume you have many alternatives.
  • Carefully consider what you will do if no agreement is reached. (correct)
  • Avoid negotiation altogether.

    • How can having a good BATNA affect your negotiation?

    <p>It increases your power in negotiations.</p> Signup and view all the answers

    What can be a consequence of disclosing your BATNA to the other side?

    <p>It can either strengthen or weaken your position depending on the attractiveness of your BATNA.</p> Signup and view all the answers

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