Click on the following links. Please note these will open in a new window.

Audio Resources

Audio Link 9.1: The Art of Letting Other People Have Your Way

Description: In this interview, Chris Voss, former lead international kidnapping negotiator for the FBI, discusses several aspects of negotiation, including the main problems with traditional negotiation techniques like BATNA, and how they leave a lot on the table.

Time Stamp: 1:22:28

Web Resources

Web Link 9.1: The Most Overused Negotiating Tactic Is Threatening to Walk Away

Description: Professional negotiators and researchers alike hail the BATNA (Best Alternative to a Negotiated Agreement, or “walk away” outcome) as a negotiator’s primary source of relative power. But relying on even the best of alternatives as leverage can be tricky business.