http://en.wikipedia.org/wiki/Getting_to_YES
The Book
Getting to Yes
http://tinyurl.com/24rz8w
"Getting to Yes" offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict--whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, "Getting to Yes" tells you how to:
Best alternative to a negotiated agreement
http://www.negotiations.com/articles/best-alternative/
BATNA means 'Best Alternative to a Negotiated Agreement'. This is your alternate plan when the talks start to wobble out of control. It can also be your trump card to make the deal happen to your advantage, or walk away from it altogether.
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Mine Is Not Necessarily Bigger Than Yours!
Is that your ego showing? Put that thing away right now! After all the work you put into estimating your BATNA, you might be feeling pretty smug. Studies have clearly shown that it is an all 'too human' tendency to overestimate the strength of one's own BATNA, while underestimating the strength of your counterpart's.
http://www.negotiations.com/articles/best-alternative/
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