Canonical · Decision-Making · Infographic

Negotiate Like a CEO

Eric Partaker (compiling Lewicki, Fisher, Ury, Hiam) · 2026

"Effective negotiation combines four established frameworks — a four-phase structure, a clear BATNA (walk-away alternative), a relationship-versus-outcome matrix for choosing your approach, and the Harvard Principled Negotiation method of separating people from the problem — rather than relying on instinct or aggression alone."

The idea

The strongest position in any negotiation isn't a better argument — it's a better walk-away option. That's the entire logic of BATNA (Best Alternative to a Negotiated Agreement).

Why it works

The takeaway — recall it first

Expected Value

"Choose the option whose average outcome, weighted by probability, is highest."

Blaise Pascal · ModelContinue→