09 — BATNA — A Debate

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09 — BATNA — A Debate

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What happens when two hosts disagree on where negotiation power actually comes from? This episode is a structured debate on BATNA — your Best Alternative to a Negotiated Agreement — and the question of whether it works as an internal shield against your own psychological traps or as an external lever to reshape your counterpart's options.

Drawing on Martin Shubik's dollar auction, Nassim Taleb's writing on freedom and optionality, and real cases from Italian publishing and agile software consulting, the conversation unpacks how knowledge workers can stop overbidding in negotiations they can't afford to win — and start structuring agreements they don't need to escape.

Extreme Contracts is a framework for negotiation and collaboration in knowledge work, by Jacopo Romei.

Learn more: extremecontracts.com
About Jacopo: jacoporomei.com

This episode includes AI-generated content.

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