Do not have an alternative? Try to imagine one.
https://hbr.org/2018/04/research-when-you-dont-have-an-alternative-in-a-negotiation-try-imagining-one

Do not have an alternative? Try to imagine one.

In our classes we teach students to find BATNA (Best Alternative to a Negotiated Agreement) before negotiation. It is improves you confidence and creates your bottom line. But what negotiator should do if there is no alternative? Try to imagine ambitious but realistic one. Researches show us that mental simulation increase results from negotiation. Paper…