{"id":18257,"date":"2025-12-27T10:11:10","date_gmt":"2025-12-27T09:11:10","guid":{"rendered":"https:\/\/inkovema.de\/?p=18257"},"modified":"2026-01-01T18:13:33","modified_gmt":"2026-01-01T17:13:33","slug":"252-gddz-negotiation-3-batna-reference-points-joerg-schneider-brodtmann","status":"publish","type":"post","link":"https:\/\/inkovema.de\/en\/blog\/252-gddz-negotiation-3-batna-reference-points-joerg-schneider-brodtmann\/","title":{"rendered":"#252 GddZ - Negotiation theory. Part 3 - BATNA and other reference points in negotiations. In conversation with J\u00f6rg Schneider-Brodtmann"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container gradient-container-1 nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1144px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:1.92%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:1.92%;--awb-width-medium:100%;--awb-spacing-right-medium:1.92%;--awb-spacing-left-medium:1.92%;--awb-width-small:100%;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-title title fusion-title-1 fusion-sep-none fusion-title-text fusion-title-size-four\"><h4 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:16;--minFontSize:16;line-height:1.5;\"><h4>INKOVEMA Podcast &#8222;Well through time&#8220;<\/h4><\/h4><\/div><div class=\"fusion-title title fusion-title-2 fusion-sep-none fusion-title-text fusion-title-size-one\"><h1 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:34;line-height:1.4;\"><h1>#252 GddZ<\/h1>\n<h1 class=\"fusion-responsive-typography-calculated\" data-fontsize=\"34\" data-lineheight=\"47.6px\">Negotiation theory. Part 2 - BATNA<\/h1><\/h1><\/div><div class=\"fusion-title title fusion-title-3 fusion-sep-none fusion-title-text fusion-title-size-three\"><h3 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:20;line-height:1.5;\"><h3>Reference points in negotiations<\/h3><\/h3><\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:10px;margin-bottom:10px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-title title fusion-title-4 sep-underline sep-solid fusion-title-text fusion-title-size-three\"><h3 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:20;line-height:1.5;\"><h3><strong>In conversation with J\u00f6rg Schneider-Brodtmann<\/strong><\/h3><\/h3><\/div><div class=\"fusion-text fusion-text-1\"><p>Studied law in T\u00fcbingen, Geneva\/Switzerland, Heidelberg; Master of Laws (Mediation and Conflict Management), European University Viadrina, Frankfurt (Oder). Lawyer of the Year for Technology Law, Handelsblatt \/ Best Lawyers 2022 and 2024; Recommended for IT and Technology Law, Handelsblatt \/ Best Lawyers 2022, 2023 and 2024; Recommended for Data \/ Information Technology, Who's Who Legal Global and Germany 2022 and 2023; One of the most renowned lawyers for IT law, WirtschaftsWoche 34\/2019.<\/p>\n<\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:10px;margin-bottom:10px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-title title fusion-title-5 sep-underline sep-solid fusion-title-text fusion-title-size-three\"><h3 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:20;line-height:1.5;\"><h3><strong>Small series: Negotiation theory<\/strong><\/h3><\/h3><\/div><script class=\"podigee-podcast-player\" src=\"https:\/\/player.podigee-cdn.net\/podcast-player\/javascripts\/podigee-podcast-player.js\" data-configuration=\"https:\/\/inkovema.podigee.io\/253-252-gddz-verhandlungslehre-teil-3-batna-und-andere-referenzpunkte-in-verhandlungen\/embed?context=external\"><\/script><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"elegant-image elegant-image-0 elegant-align-center\"><div class=\"elegant-image-wrapper\"><a href=\"https:\/\/inkovema.de\/wp-content\/uploads\/2025\/12\/KN-31-Vl-Verhandlungslehre.001.jpeg\" class=\"fusion-lightbox\" data-rel=\"iLightbox[elegant-image-0]\" data-caption=\"\" data-title=\"\"><img class=\"lazyload\" decoding=\"async\" src=\"data:image\/svg+xml,%3Csvg%20xmlns%3D%27http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%27%20width%3D%271024%27%20height%3D%27768%27%20viewBox%3D%270%200%201024%20768%27%3E%3Crect%20width%3D%271024%27%20height%3D%27768%27%20fill-opacity%3D%220%22%2F%3E%3C%2Fsvg%3E\" data-orig-src=\"https:\/\/inkovema.de\/wp-content\/uploads\/2025\/12\/KN-31-Vl-Verhandlungslehre.001.jpeg\" alt=\"\" style=\"width:801px;\"\/><\/a><\/div><div class=\"elegant-image-blur-shadow\"><img class=\"lazyload\" decoding=\"async\" src=\"data:image\/svg+xml,%3Csvg%20xmlns%3D%27http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%27%20width%3D%271024%27%20height%3D%27768%27%20viewBox%3D%270%200%201024%20768%27%3E%3Crect%20width%3D%271024%27%20height%3D%27768%27%20fill-opacity%3D%220%22%2F%3E%3C%2Fsvg%3E\" data-orig-src=\"https:\/\/inkovema.de\/wp-content\/uploads\/2025\/12\/KN-31-Vl-Verhandlungslehre.001.jpeg\" alt=\"\" style=\"width:801px;\"\/><\/div><style type=\"text\/css\"><\/style><\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-text fusion-text-2\"><h1><strong>Contents<\/strong><\/h1>\n<h2><strong>Chapter:<\/strong><\/h2>\n<div class=\"\">\n<div class=\"MuiBox-root css-4cps79\"><span class=\"MuiTypography-root MuiTypography-helper css-v8n4dg\">00:00 &#8211; <\/span><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Introduction to the negotiation podcast<\/span><\/div>\n<div class=\"MuiBox-root css-4cps79\"><span class=\"MuiTypography-root MuiTypography-helper css-v8n4dg\">00:50 &#8211; <\/span><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Negotiation strategies and conflict prevention<\/span><\/div>\n<div class=\"MuiBox-root css-4cps79\"><span class=\"MuiTypography-root MuiTypography-helper css-v8n4dg\">03:32 &#8211; <\/span><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Emotions in negotiations<\/span><\/div>\n<div class=\"MuiBox-root css-4cps79\"><span class=\"MuiTypography-root MuiTypography-helper css-v8n4dg\">09:01 &#8211; <\/span><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">BATNA: The best alternative to unification<\/span><\/div>\n<div class=\"MuiBox-root css-4cps79\"><span class=\"MuiTypography-root MuiTypography-helper css-v8n4dg\">18:35 &#8211; <\/span><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Pain threshold vs. alternative courses of action<\/span><\/div>\n<div class=\"MuiBox-root css-4cps79\"><span class=\"MuiTypography-root MuiTypography-helper css-v8n4dg\">25:49 &#8211; <\/span><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Negotiation science and partner alternatives<\/span><\/div>\n<div class=\"MuiBox-root css-4cps79\"><span class=\"MuiTypography-root MuiTypography-helper css-v8n4dg\">28:22 &#8211; <\/span><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">The importance of BATNA in negotiations<\/span><\/div>\n<div class=\"MuiBox-root css-4cps79\"><span class=\"MuiTypography-root MuiTypography-helper css-v8n4dg\">31:38 &#8211; <\/span><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Criticism of the BATNA concept<\/span><\/div>\n<div class=\"MuiBox-root css-4cps79\"><span class=\"MuiTypography-root MuiTypography-helper css-v8n4dg\">35:12 &#8211; <\/span><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Hypothesising about the other side<\/span><\/div>\n<div class=\"MuiBox-root css-4cps79\"><span class=\"MuiTypography-root MuiTypography-helper css-v8n4dg\">39:02 &#8211; <\/span><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Negotiation models and their differences<\/span><\/div>\n<\/div>\n<div><\/div>\n<h2><strong>Summary<\/strong><\/h2>\n<p>In this episode of the podcast \"Gut durch die Zeit\", Sascha Weigel and J\u00f6rg Schneider-Brodtmann discuss the importance of specific negotiation preparations. They shed light on the role of emotions in negotiations, the concepts of BATNA (best alternative to agreement) and pain threshold as well as the dynamics of negotiations. They also discuss the importance of alternative courses of action and the influence of negotiating power. Finally, the criticism of BATNA and the role of empathy in negotiations are discussed.<\/p>\n<h2><strong>Takeaways<\/strong><\/h2>\n<ul>\n<li><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Negotiations are a means of conflict resolution and prevention.<\/span><\/li>\n<li><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Emotions can influence the negotiation.<\/span><\/li>\n<li><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">BATNA is crucial for the negotiation strategy.<\/span><\/li>\n<li><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">The pain threshold as a concept is one-dimensional and rigid.<\/span><\/li>\n<li><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Negotiations are dynamic and can change quickly.<\/span><\/li>\n<li><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Alternative courses of action expand the solution space.<\/span><\/li>\n<li><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Negotiating power influences the results.<\/span><\/li>\n<li><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Zones of possible agreement are important for success.<\/span><\/li>\n<li><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Criticism of BATNA is necessary to maintain focus.<\/span><\/li>\n<li><span class=\"MuiTypography-root MuiTypography-bodyMedium css-9y6kil\">Empathy can have a positive influence on the outcome of negotiations.<\/span><\/li>\n<\/ul>\n<\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"accordian fusion-accordian\" style=\"--awb-border-size:1px;--awb-icon-size:13px;--awb-content-font-size:18px;--awb-icon-alignment:left;--awb-hover-color:#b4c6d6;--awb-border-color:#b4c6d6;--awb-background-color:#ffffff;--awb-divider-color:#e0dede;--awb-divider-hover-color:#e0dede;--awb-icon-color:#ffffff;--awb-title-color:#356b8c;--awb-content-color:#4f4f4f;--awb-icon-box-color:#004767;--awb-toggle-hover-accent-color:#666666;--awb-title-font-family:&quot;Rubik&quot;;--awb-title-font-weight:regular;--awb-title-font-style:normal;--awb-title-font-size:16px;--awb-content-font-family:&quot;Rubik&quot;;--awb-content-font-style:normal;--awb-content-font-weight:300;\"><div class=\"panel-group fusion-toggle-icon-boxed\" id=\"accordion-18257-1\"><div class=\"fusion-panel panel-default panel-b6484126684dbc7b0 fusion-toggle-no-divider fusion-toggle-boxed-mode\" style=\"--awb-title-color:#356b8c;\"><div class=\"panel-heading\"><h4 class=\"panel-title toggle\" id=\"toggle_b6484126684dbc7b0\"><a aria-expanded=\"false\" aria-controls=\"b6484126684dbc7b0\" role=\"button\" data-toggle=\"collapse\" data-parent=\"#accordion-18257-1\" data-target=\"#b6484126684dbc7b0\" href=\"#b6484126684dbc7b0\"><span class=\"fusion-toggle-icon-wrapper\" aria-hidden=\"true\"><i class=\"fa-fusion-box active-icon awb-icon-minus\" aria-hidden=\"true\"><\/i><i class=\"fa-fusion-box inactive-icon awb-icon-plus\" aria-hidden=\"true\"><\/i><\/span><span class=\"fusion-toggle-heading\">Thematically worthwhile literature<\/span><\/a><\/h4><\/div><div id=\"b6484126684dbc7b0\" class=\"panel-collapse collapse\" aria-labelledby=\"toggle_b6484126684dbc7b0\"><div class=\"panel-body toggle-content fusion-clearfix\">\n<ul>\n<li><em><strong>Fisher, Roger; Ury, William:<\/strong><\/em> <span class=\"id-lock-registration\" title=\"Free registration required\"><i>Getting to Yes: Negotiating Agreement Without Giving In<\/i><\/span> (1st ed.), Boston 1981 (= The Harvard Concept)<\/li>\n<li><em><strong>Medvec, Victoria:\u00a0<\/strong><\/em><em>Negotiate without Fear, Strategies and Tools to Maximise your Outcomes, New Jersey 2021.<\/em><\/li>\n<li><em><strong>Sibenius, Jim:<\/strong><\/em> BATNAs in Negotiation - common errors and three kinds of NO. Working-Paper 17-055.<\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-content-boxes content-boxes columns row fusion-columns-1 fusion-columns-total-1 fusion-content-boxes-1 content-boxes-icon-boxed content-left\" style=\"--awb-title-color:#607d8b;--awb-iconcolor:#b4c6d6;--awb-margin-top:20px;--awb-margin-bottom:20px;--awb-hover-accent-color:#607d8b;--awb-circle-hover-accent-color:#607d8b;--awb-item-margin-bottom:40px;\" data-animationoffset=\"top-into-view\"><div style=\"--awb-backgroundcolor:#b4c6d6;--awb-iconcolor:#b4c6d6;\" class=\"fusion-column content-box-column content-box-column content-box-column-1 col-lg-12 col-md-12 col-sm-12 fusion-content-box-hover content-box-column-last content-box-column-last-in-row\"><div class=\"col content-box-wrapper content-wrapper-background content-wrapper-boxed link-area-link-icon link-type-button icon-hover-animation-fade\" data-animationoffset=\"top-into-view\"><div class=\"heading heading-with-icon icon-left\"><a class=\"heading-link\" href=\"https:\/\/inkovema.de\/en\/mediation-training\/mediation-training-2\/\" target=\"_blank\" rel=\"noopener noreferrer\"><div class=\"icon\"><i style=\"border-color:#81a0b8;border-width:1px;background-color:#d62f31;box-sizing:content-box;height:40px;width:40px;line-height:40px;top:-70px;margin-left:-20px;border-radius:50%;font-size:20px;\" aria-hidden=\"true\" class=\"fontawesome-icon fa-bullhorn fas circle-yes\"><\/i><\/div><h2 class=\"content-box-heading fusion-responsive-typography-calculated\" style=\"--h2_typography-font-size:18px;--fontSize:18;line-height:1.5;\">Mediation training<\/h2><\/a><\/div><div class=\"fusion-clearfix\"><\/div><div class=\"content-container\">\n<p>Our training in mediation and conflict management in the business and labour world,<\/p>\n<p>headed by Prof Dr Sascha Weigel.<\/p>\n<p>New start each year in March and October.<\/p>\n<p>Register now for the next course!<\/p>\n<\/div><div class=\"fusion-clearfix\"><\/div><a class=\"fusion-read-more-button fusion-content-box-button fusion-button button-default fusion-button-default-size button- button-flat\" href=\"https:\/\/inkovema.de\/en\/mediation-training\/mediation-training-2\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span class=\"fusion-button-text\">More information here...<\/span><\/a><div class=\"fusion-clearfix\"><\/div><\/div><\/div><div class=\"fusion-clearfix\"><\/div><\/div>\n<div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-content-boxes content-boxes columns row fusion-columns-1 fusion-columns-total-1 fusion-content-boxes-2 content-boxes-icon-boxed content-left\" style=\"--awb-title-color:#607d8b;--awb-iconcolor:#b4c6d6;--awb-margin-top:20px;--awb-margin-bottom:20px;--awb-hover-accent-color:#607d8b;--awb-circle-hover-accent-color:#607d8b;--awb-item-margin-bottom:40px;\" data-animationoffset=\"top-into-view\"><div style=\"--awb-backgroundcolor:#b4c6d6;--awb-iconcolor:#b4c6d6;\" class=\"fusion-column content-box-column content-box-column content-box-column-1 col-lg-12 col-md-12 col-sm-12 fusion-content-box-hover content-box-column-last content-box-column-last-in-row\"><div class=\"col content-box-wrapper content-wrapper-background content-wrapper-boxed link-area-link-icon link-type-button icon-hover-animation-fade\" data-animationoffset=\"top-into-view\"><div class=\"heading heading-with-icon icon-left\"><a class=\"heading-link\" href=\"https:\/\/inkovema.de\/en\/mediation-training\/business-mediation-training\/\" target=\"_blank\" rel=\"noopener noreferrer\"><div class=\"icon\"><i style=\"border-color:#81a0b8;border-width:1px;background-color:#d62f31;box-sizing:content-box;height:40px;width:40px;line-height:40px;top:-70px;margin-left:-20px;border-radius:50%;font-size:20px;\" aria-hidden=\"true\" class=\"fontawesome-icon fa-info-circle fas circle-yes\"><\/i><\/div><h2 class=\"content-box-heading fusion-responsive-typography-calculated\" style=\"--h2_typography-font-size:18px;--fontSize:18;line-height:1.5;\">Training in organisational mediation - mediation in and for organisations.<\/h2><\/a><\/div><div class=\"fusion-clearfix\"><\/div><div class=\"content-container\">\n<p>Organisational mediation is the handling of conflicts that arise in the business and working world. It takes place in, with and for the organisation - by enabling the relevant members of the organisation to deal with conflicts appropriately.<\/p>\n<p>We train you for this or professionalise your mediation and conflict counselling approach. We start our training programme regularly in March each year.<\/p>\n<\/div><div class=\"fusion-clearfix\"><\/div><a class=\"fusion-read-more-button fusion-content-box-button fusion-button button-default fusion-button-default-size button- button-flat\" href=\"https:\/\/inkovema.de\/en\/mediation-training\/business-mediation-training\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span class=\"fusion-button-text\">More information here...<\/span><\/a><div class=\"fusion-clearfix\"><\/div><\/div><\/div><div class=\"fusion-clearfix\"><\/div><\/div>\n<div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><\/div><\/div><\/div><\/div>","protected":false},"excerpt":{"rendered":"","protected":false},"author":3,"featured_media":18261,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1,183,1403,314,42,202,1402],"tags":[1410,260,1412,879,14,1079,100,203,1411,1413],"class_list":["post-18257","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-allgemein","category-audio","category-batna-zopa","category-inkovema-podcast","category-podcast","category-verhandlungslehre","category-verhandlungsvorbereitung","tag-batna","tag-emotionen","tag-handlungsalternativen","tag-konfliktpraevention","tag-mediation","tag-schmerzgrenze","tag-verhandlung","tag-verhandlungslehre","tag-verhandlungsmacht","tag-zonen-der-einigung"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.2 (Yoast SEO v26.5) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>#252 GddZ - Verhandlungslehre. Teil 3 \u2013 BATNA und andere Referenzpunkte in Verhandlungen. Im Gespr\u00e4ch mit J\u00f6rg Schneider-Brodtmann - INKOVEMA - Mediation und Mediationsausbildung Leipzig<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/inkovema.de\/en\/blog\/252-gddz-negotiation-3-batna-reference-points-joerg-schneider-brodtmann\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"#252 GddZ - Verhandlungslehre. Teil 3 \u2013 BATNA und andere Referenzpunkte in Verhandlungen. 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