Know when to walk away!

The point where you simply see no point of continuing the discussion and you would rather continue with your day without reaching any sort of agreement.

I have not seen any scientific studies on the topic but I am willing to bet most people do not. Knowing your BATNA (Best Alternative To a Negotiated Agreement) before starting a negotiation is crucial. The BATNA basically serves as your Plan B, what you would fall back on in case your negotiation is not successful. Knowing your BATNA protects you from accepting a worse deal in your primary negotiation and also provides you with the walk-away point.

And you ALWAYS have a BATNA! You may not like it, but you always have one. A part of your preparations should be ensuring the best possible BATNA as this will give you a better starting point in your negotiation.

In the negotiation courses provided by Ponto Group we look closer at the topic of BATNA and how to work with it on a daily basis.