DR. TOM H. HASTINGS – Basic Negotiation 101: Make a demand. Let the other party know what your best alternative to a negotiated agreement (BATNA) is. Stick to it and impose costs if you are able. Do so without rancor or identity slurs, which saves face for everyone. Preserving everyone’s dignity in the throes of conflict is crucial and ultimately allows your enemy to become your opponent and ultimately your partner in a collaborative path forward.