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We've all been taught, never go into a negotiation without your batna, your best alternative to a negotiated agreement.

But what if your batna is actually the very thing stopping you from reaching your best deal?

In this episode, Derek Chevalier doesn't just challenge the rule.

He explains why it's a trap and what to do instead if you want to unlock real creativity at the table.

My contention is that if an outcome is what you expected it to be before you went into the negotiation,

it's generally a sign that you left a lot on the table and that you did not evolve

or create what we call the highest

and best outcome. How could you possibly have known what was possible in that negotiation

before you walked into the room? And that's one of the dangers we talk about when you look at

something like a batina. Yeah, having a best alternative to a negotiated agreement is a great idea but it's also a

prison because if you go you came up with that batna so at the end of the day the batonet teaches

...