12 1
During the real business negotiation we distinguish parameters, which determine a goud level of preparation to the talks of both parties.
The basie issue concerns BATNA (you remember it from Lesson 5)
A good negotiator knows his BATNA and tries to understand BATNA of his interlocutor. It lets him estimate his strengths and gives an advantage.
Is your interlocutors alternative strong or weak in comparison with my alternative - it is worth to answer thut question.
It happens that our interlocutor does not want reveal their BATNA. Sometimes however, we can guess at the capabilities of the other party.
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