Getting Past No

* If they still refuse, then your only choice is to use your BATNA. But use it carefully because the more power you use, the more you need to defuse the other side’s resistance. Exercise of powermost likely will make the other side fight back, their irrational resistance will frustrate your attempt to educate them
* Also, power lends itself to abuse, so use the minimum power necessary: Useyour BATNA as little as possible. Use the minimum power to persuade the other party to return to the negotiation table. More restraint, less negative reaction. Use all of your alternatives beforeescalating to power. During the cold war President Kennedy chose to put a naval block around Cuba during the Missile crisis instead of attacking Cuba by air, this successfully ended the missile crisis.* Use legitimate means: The more legitimate your use of power is, the less likely the other side will resist it, and the more likely it will induce them to negotiate, the other party won’t feelpersonally attacked
* Power contest goes two ways; the other side might strike you in retaliation or to impose their outcome. The challenge is to neutralize the other side’s attack without attackingback.
* If you don’t have enough power, involving other people is often the most effective way to deter your opponent’s attacks and bring about agreement without provoking a counter reaction.Build a coalition: Use your allies (most likely to sympathize with you), their constituents (family, friends, clients) and the neutrals.
Use third parties to stop attacks: The presence of a third partystops the other party from attacking.
Use third parties to promote negotiation: Sometimes the knowledge that somebody else is watching is enough to bring the other side to negotiation, use mediators,show the third parties that you have a legitimate case or give them a reason to care.
* Keep reminding them of your golden bridge; show the contrast between the consequences of no agreement...