"In a world that's constantly changing, the ability to negotiate effectively remains your most valuable asset. It's not just for boardrooms and commerce; it's for deciding where to go for dinner, resolving conflicts with a co-worker, or setting your career trajectory. Yet, many people stumble through negotiations, relying on pure intuition and often overestimating their ability (hello, Dunning-Kruger!). To truly claim fair value and master this art, we must move past gut feelings and embrace rigorous, battle-tested frameworks."
"The foundation of strategic negotiation comes from the Harvard Program on Negotiation and is famously known as the BATNA-the Best Alternative to a Negotiated Agreement. We love the concept, but we hate the acronym. Why? It's jargon-y. The word "Best" is misleading. When you're desperate, your alternative might be terrible, but it's still your best available option. That's why, in our classrooms and corporate sessions, we rename it: CARD (Credible Alternative Readily Doable)."
Negotiation shapes outcomes in career, family, and social life and requires rigorous frameworks rather than intuition. Many negotiators overestimate abilities due to cognitive biases like the Dunning-Kruger effect. Effective negotiation depends on objective leverage built before the table and a clear subjective reservation point during discussions. CARD (Credible Alternative Readily Doable) replaces BATNA as a practical, jargon-free definition of alternatives and requires actions that are both executable and independent of unpredictable counterparties. A valid CARD specifies what will be done if talks collapse and passes an objective feasibility test. High-quality negotiated outcomes correlate with higher quality of life.
Read at Psychology Today
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