Two schools of negotiation. BATNA (Harvard): know your Best Alternative To a Negotiated Agreement, the power to walk away lowers the pressure and keeps you focused on your real interests. Weakness: it’s only as good as your information, and it can crowd out creative win-win solutions.
Chris Voss (ex-FBI hostage negotiator): negotiation is emotional, so work the emotions, tactical empathy, active listening, questions that extract information. Weakness: needs real communication skill, and done clumsily it reads as manipulation.
They’re complements, not rivals: BATNA is your floor, Voss is how you talk above it. See also Difficult conversations make monsters grow.