Research 2026-01-13 Advanced Negotiation Lugano

BATNA and bargaining power

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BATNA and bargaining power — SHR, Lugano

BATNA and bargaining power — what studies show, and what they don't.

The research

Study: Fisher et al. (1981, Getting to Yes)

The limit

Single context; replicate before generalising. (our executive and employee training programmes)

BATNA and bargaining power — SHR, Lugano — Tessin

Practical check in Lugano

Define one measurable indicator, test for a month, compare. To go further: explore the Advanced Negotiation training in Lugano in the canton of Ticino, or browse our executive and employee training programmes in Switzerland.

In pictures: Advanced Negotiation in Lugano

Advanced Negotiation training in Lugano — in practice

Advanced Negotiation training in Lugano — hands-on workshop

Advanced Negotiation training in Lugano — on the ground

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