In Talks, Republicans May Have to Just Say Yes

Robert Frank, NY Times
IN their book, “Getting to Yes,” Roger Fisher and William Ury introduce what may be the most important concept in the theory of negotiations: the best alternative to a negotiated agreement, or Batna. Knowing your true Batna — and your adversary’s — is critical in bargaining. A vivid example from the entertainment world illustrates the concept and offers some useful hints about how the current fiscal negotiations in Washington are likely to unfold.The Warner Brothers 1999 hit comedy “Analyze This” portrays a mob boss (Robert...

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