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BATNA Basics: Boost Your
Power at the Bargaining Table
Negotiation Management Report #10

$50 (US)

Negotiation Editorial Board
Board members are leading negotiation faculty, researchers, and consultants affiliated with the Program on
Negotiation at Harvard Law School. Max H. Bazerman
Harvard Business School
Iris Bohnet
ennedy School of Government,
Harvard University
Robert C. Bordone
Harvard Law School
John S. Hammond
John S. Hammond & Associates
Deborah M. Kolb
Simmons School of Management
David Lax
Lax Sebenius, LLC
Robert Mnookin
Harvard Law School
Bruce Patton
Vantage Partners, LLC
Jeswald Salacuse
he Fletcher School of Law and Diplomacy,
Tufts University
James Sebenius
Harvard Business School
Guhan Subramanian
Harvard Law School and
Harvard Business School
Lawrence Susskind
Massachusetts Institute of Technology

About Negotiation
The articles in this Special Report were previously published in Negotiation, a monthly newsletter for leaders and business professionals in every field.
Negotiation is published by the Program on Negotiation at Harvard Law School, an interdisciplinary consortium that works to connect rigorous research and scholarship on negotiation and dispute resolution with a deep understanding of practice. For more information about the Program on Negotiation, our Executive Training programs, and the Negotiation newsletter, please visit
To order additional copies of this Special Report for group distribution, or to order group subscriptions to the Negotiation newsletter, please call +1 800-391-8629 or
+1 301-528-2676, or write to
For individual subscriptions to the Negotiation newsletter, please visit To order the full text of these articles,...

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