Revisiting "Getting to Yes"
Arnie Herz over at Legal Sanity points to a new "must read" book by negotiation gurus Roger Fisher and Daniel Shapiro entitled, Beyond Reason: Using Emotions as You Negotiate.
One key to winning you case through negotiation or mediation is knowing and appreciating your "best alternative to a negotiated agreement" or BATNA, a concept discussed by Fisher and his co-author in Getting to Yes: Negotiating Agreement Without Giving In.
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