Negotiation. Compromise. It is all change.

Ever since taking the Harvard University course on “Negotiation” in the late 1990s, I have used the “BATNA” framework for a wide array of negotiations. What is interesting about this framework is that it also applies to change management.

Change happens when the status quo becomes unacceptable, thus, precipitating a need for an alternative .

For change to happen a leader must first understand what their BATNA is.

Note: BATNA stands for: Best Alternative to an Negotiated Agreement.


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