Which of the following is NOT one of the seven primary elements of a reflective negotiator?

• A. Get out the radar, not the armor (listen, ask questions, learn)
• B. Focus on interests, not positions
• C. Always reveal your BATNA upfront
• D. Control drafting as much as possible

Answer: (C)

In reflective negotiation, the emphasis is on listening, learning from the other side, and guiding the dialogue toward constructive outcomes. Getting out the radar, not the armor means you actively listen, ask questions, and uncover underlying needs rather than defending your stance. Focusing on interests rather than positions is the move that reveals why each party wants what they want, opening paths to mutual gain. Controlling drafting reflects shaping the terms and language of proposals to steer the agreement in a productive direction.

Revealing your BATNA upfront is not one of the seven primary elements because, while knowing your best alternative is critical, exposing it too early can signal your fallback just when leverage matters most and can undermine your bargaining position. You generally keep your BATNA information strategically to protect leverage, revealing it only when it strengthens your position or when it's necessary to reach an agreement.