Video and Multimedia Resources
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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
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.