Commentary: Why more weapons will help Ukraine and Russia negotiate a lasting truce
by Anastassia Fedyk, Los Angeles Times
Jun 20, 2022
3 minutes
As an economist and business school professor, I teach about markets, valuations and the fundamental principles of negotiations. In any negotiation, strong positioning is the most important factor.
A key concept taught in bargaining courses is BATNA (best alternative to a negotiated agreement) — which means the most optimal option each party would have without a negotiated outcome. Success in negotiations depends on the ability to accurately assess the other party’s BATNA and, crucially, on the strength of your own. The
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