Handle their Plan B
Learn what they value based on their alternatives
Ensure a deal better than alternatives
Use Case: Negotiate with lower power
Purpose
Instead of reacting, focus on learning by using information about their alternatives to reality-test and to jointly explore adequate solutions.
When to Use
We control when to use our alternatives, but not when others use theirs. They may mention their alternatives early in the discussions, so we need to be ready from the start.