batna examples pdf

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Best Alternative To A Negotiated Agreement - BATNA: A best alternative to a negotiated agreement (BATNA) is the course of action that will be taken by a … The common types of negotiating power. BATNA and ZOPA. 1/14/2021 BATNA - Definition, Importance and Practical Examples 1/6 BATNA is an acronym that stands for B est A lternative T o a N egotiated A greement. When completed, the preparation worksheet serves as a valuable resource to engage the d) Select and improve our BATNA e) Identify the best and worst alternatives open to the other side. Let's illustrate BATNA by using a simple example. 3. Your ZOPA is your Zone of Possible Agreement. p�DHOҮT�t�ޣ�u�4�^�L������o^���� ����q��Y��}b� Establish the best as your BATNA.!! The following are examples of how BATNA operates in different negotiation scenarios: Customer needs. For example, if you're a contractor March 9, 2017 (Note: a version of this article is forthcoming in the Negotiation Journal, April 2017) Abstract: The best alternative to a negotiated agreement (“BATNA”) concept in … Dem liegt die Überlegung zugrunde, welche anderen Ergebnisse als das erwartete ein Gespräch haben könnte bzw. Alternatively, it might be to stay at your current job or to keep looking. %%EOF For example, i had a plot of land in an area which is now sanctioned for commercial development. It is defined as the most advantageous alternative that a negotiating party can take if negotiations fail and an agreement cannot be made. www.iformediate.com Osvaldo Duilio Rossi : BATNA & WATNA: HOW TO FIND YOUR… : 3/3 c we find out that b > a > c.This way Sarah can rationally propose to Mike to fix the roof (b) in order to save their contract (l), so that Mike will keeppaying the rent (d).SARAH MIKE SARAH Grades Average (a) To wait (d) To sue Sarah (k) To resist 0 (l) To refund 0 (e) Not to pay (m) To sue Mike 1 Here's how you can strengthen your position using BATNA: 1. Our motive is to provide templates which can be used for working at different level as deem fit by users. It can also be your trump card to make the deal happen to your advantage, or walk away from it altogether. This is true in both business and politics. Recently, for example, as the renewal deadline for his homeowner’s insurance policy approached, Larry decided to do a “market check” to compare To subscribe to Negotiation, call +1 800-391-8629, write to negotiation@law.harvard.edu, or visit www.pon.harvard. An example is resolving a different opinion about where you and a friend want to go to dinner. The value of. Last month, we explored Roger Fisher and William Ury’s coined term BATNA. Colin needs a car and is negotiating with Tom to purchase his car. BATNA („Best Alternative to Negotiated Agreement“) ist eine Verhandlungsstrategie und stellt die ermittelte beste Alternative für den Fall dar, dass sich die Verhandlungparteien nicht einigen können.. Der Begriff stammt aus dem Harvard-Konzept als einer Methode sachbezogenen Verhandelns (1981) von Roger Fisher und William Ury. Das Gegenteil davon ist A wants to sell his old iPhone X to person B who wants to buy iPhone X. 2.We will use right based negotiator Examples:We believe China is a stable country in terms of import and export there why we decided to use our rank, threat and intimidation to get our own right and claim. You can improve your BATNA. Now person B will show that to person A and try to get his phone for $450. LEGITIMACY: WHAT CRITERIA WILL I USE TO PERSUADE EACH OF US THAT WE ARE NOT BEING RIPPED OFF? In order to get to an actual win-win situation, it's a good idea to work towards a BATNA. Consider there are two persons A and B. During preparation, each of the seven steps are completed using the Preparation Worksheet (page 5). In the following negotiating salary example, both negotiators are thinking about their BATNA, guessing the BATNA of the other participant, and trying to strengthen their own position. "��~i����x��8;���< It's your baseline option. It can be the same number that you can get without the negotiation, but it can also mean a different number. A definition of BATNA with examples. edu. A classic example is negotiating hard on a specific salary point when you could negotiate additional vacation or flex time or professional development investments. Person A offers his iPhone X for $600 to person B. However, when I have a weak BATNA (if I have no job offer, for instance) then I have less power in the negotiation. So BATNA of person B is $500. Examples of BATNA. Your BATNA is your “best alternative to a negotiated agreement.” Expect that your negotiating counterpart has one going into a negotiation, and so should you. Judgments and Decisions Psych 253 Negotiations 2. It's not always easy for both parties to come out feeling like the winner. Example of BATNA. Negotiation: A process by which two or more people come to agreement on how to allocate scarce resources. An example is resolving a different opinion about where you and a friend want to go to dinner. You can determine the other side's BATNA. The talks suddenly become more amenable.BATNA is the acronym for Best Alternative to a Negotiated Agreement. Translate your BATNA to the current deal. Rather, you need to do everything you can to try to improve it. h�� �$��"�kI���0��&\���&��#���]�]�Y�_��2r?�i]u0�$��tf�]�I��]S/bۥ�n2��}��"�ܑy�Z�� ���s�>0A��������]�]ت#&��j6��D��U�����#�1F'�;��W- �����9(e� xZ� B���N�uQn/�bm[rk��z�W��V�VᏌ������|4���" ���Ńq].�s���v�Gz[7�tS~�6:��X��Ui �qg��B_�œ4Ŧ���� ]5�yk���.�R�RϪ5^@��MQ�.fK�Q�m/�]m�l/F�������fS�5���I}=��� ��Ƀ���D�a����B��#��i� process to ensure that you aren’t giving up a good deal in hand for a BATNA in the bush. Posted December 8th, 2020 by PON Staff & filed under BATNA. BATNA : CHINA PHILIPPINES 1. email. 3. Another example is a performance appraisal situation with a subordinate or resolving a situation of a subordinate who keeps coming in late to work. The talks suddenly become more amenable.BATNA is the acronym for Best Alternative to a Negotiated Agreement. Always ask yourself - what is my BATNA?!! BATNA ist die Abkürzung für „best alternative to a negotiated agreement“, also die „Beste Alternative zu einer verhandelten Einigung“. Though BATNA is a last resort when it comes to negotiation, it manifests in plenty of scenarios where any amount of negotiation is present. Following this section, is a sample BATNA/WATNA analysis in a real estate sale case using a format that is useful in assessing the litigation alternative. A weak BATNA would be that your current office area is cramped, the electrical system unsafe, and it is due to be demolished in three weeks. Negotiation Tactics A list of common negotiation tactics. 39 0 obj <>stream You should never take a deal that does not serve your interests at least as well as that alternative course of action/BATNA. BATNA - Negotiation - Definition, Importance and Practical Examples - ZOPA.pdf, solution-manual-electronic-devices-and-circuit-theory-11th-edition-boylestad, Ch. (i.e. 2.We will use right based negotiator Examples:We believe China is a stable country in terms of import and export there why we decided to use our rank, threat and intimidation to get our own right and claim. 2. The following items are tagged batna examples: BATNA and Risky Negotiation Tactics. knowing your best alternative to a negotiated agreement is that: It provides an alternative if negotiations fall through. For Prime Minister May, that meant asking government agencies and private companies to prepare for an orderly transition in case there is no deal. Colin scours through Craigslist and finds a similar car to which he assigns a dollar value of $7,500. Here are three strategies to help you take the BATNA concept to the next level and gain a critical advantage in upcoming deals. This is explained more in the essay on BATNAs. h޼�mo�:ǿ�_��b~�;҄e�H���l�R�x4RHP�j���;�/�"��y�}��DD �����D endstream endobj 11 0 obj <> endobj 12 0 obj <> endobj 13 0 obj <>stream BATNA, or best alternative to a negotiated agreement, is what you would do if you failed to reach an agreement in a particular negotiation. batna watna pdf In this case, your BATNA, or best alternative to a negotiated BATNA and WATNA are, in many ways, just two sides of the same coin. A list of common negotiation strategies. Tom offers to sell his car to Colin for $10,000. For example, in salary negotiations your BATNA might be an offer from another employer. When this happens, it is. Tags: negotiation. It is defined as the most advantageous, alternative that a negotiating party can take if negotiations fail and, an agreement cannot be made. The following diagram illustrates each party’s best alternative to a, Best alternative to a negotiated agreement. If we look at it from the simplest standpoint, our BATNA is the choice we can make if we conclude that negotiating with a particular party is not likely to yield a favorable result. keep them at the table) 6. Common Problems in Negotiation Leaving money on the table (lose-lose negotiation) Settling for too … This website is not associated with any third party or Microsoft Corporation or any party who is in partnership or any relation with Microsoft Corporation. A customer needs a product that has no alternative, and his BATNA is to live with it, while the salesperson can offer the product for … Rückseite. 1 BATNAs in Negotiation: Common Errors and Three Kinds of “No” James K. Sebenius1 rev. This site’s case studies are rife with real-life examples of BATNA being the single biggest success factor or blind spot. For example, if you implement a bottom line – by establishing in advance your worst acceptable outcome, such as the lowest price you'd accept for an item you're selling – you're limiting your options if circumstances should change during the negotiation, and you may not get the best possible agreement. 0 endstream endobj startxref �2*���D�B�a��N�Pg2�n�d�T�fB�*�2�R)%�Yl1��Xh�i��]b��ޜ�"��ބ�D���Z�����-���[�pn���3���E����7��k�hR� '����*�UxM Judgments and Decisions Psych 253 Negotiations 2. a) Fairness is a governing consideration. Person B then browses through eBay and finds exactly same iPhone for $500. 2. Although BATNA is a commonsense concept in the negotiation world, achieving “best practice” in this arena is not easy. Below is a good BATNA negotiation example involving how to … Here’s a classic illustration of the Der Begriff stammt aus dem an der Universität Harvard entwickelten Verhandlungskonzept von Roger Fisher und William Ury. h�bbd```b``�"�@$�f�rD2��փٕ`v�=L����W�����xe0�L�I�9n@��3&��3�v10�L�g`|� � �/0 A BATNA isn't your goal or target. What is BATNA Negotiation? � BATNA means 'Best Alternative to a Negotiated Agreement'. This preview shows page 1 - 3 out of 6 pages. A wants to sell his old iPhone X to person B who wants to buy iPhone X. In other words, a party’s BATNA is what a, party’s alternative is if negotiations are unsuccessful. Try our expert-verified textbook solutions with step-by-step explanations. 2. By: Joe Campolo, Esq. Evaluating negotiated deals against your BATNA, on the other hand, allows you to compare two concrete possibilities. Identifying the best alternative to a negotiated agreement (BATNA). As an example, if you are negotiating with other base personnel on an office move, and it is getting nowhere, a strong BATNA would be that your current office space is adequate to do the mission, and it is available for the foreseeable future. Dominant strategies If we look at it from the simplest standpoint, our BATNA is the choice we can make if we conclude that negotiating with a particular party is not likely to yield a favorable result. Posted: December 9th, 2012. For example, imagine you are selling … Negotiation: A process by which two or more people come to agreement on how to allocate scarce resources. 5. The offerer … As BATNA examples such as the Brexit negotiations demonstrate, it’s not enough to simply talk about your BATNA. ! On having done an estimation of my business I decide to sell it for 20 lakh rupees. %PDF-1.5 %���� Consider and evaluate your alternatives.!! 10 0 obj <> endobj Example of BATNA. It is never wise to enter into, a serious negotiation without knowing your BATNA. We will use more power based negotiation because we believe that China has a better process than the goal. 7 Examples of BATNA posted by John Spacey, July 18, 2017. You want your BATNA to be as realistic as possible. Sample Word Format is a free web resource, which is providing free templates in MS Word as well as MS Excel formats. I have BATNA! The basic formula for the analysis, where money is involved, can be described as "Initial Result" - "Costs" = "Final Outcome." Where money is not involved, the analysis is sometimes simplified to a review of Outcomes and Costs. In any negotiation, these two. In other words, a party’s BATNA is what a party’s alternative is if negotiations are unsuccessful. Now that you have determined your BATNA, try to figure out what your counterpart's BATNA may be. Find answers and explanations to over 1.2 million textbook exercises. Like its BATNA counterpart, understanding your WATNA is one alternative you can use to compare against your other options along alternative paths in order to . The Netscape Navigator negotiation case provides a now-infamous example. BATNA “Best Alternative To A Negotiated Agreement”! The BATNA is the best you can do without the cooperation of the other party in a negotiation, but you can't use your BATNA until you've defined and prioritized your alternatives. BATNA and ZOPA. �u'�#&�:4XB6����*#�D1��L��d��&�FRf!slP�$X��ʴ���@��!Ѿ��;��8@�-�3FiO��$LG���_h��-�M�4}��hE�-�lqw��=ϖC��o����( ��a����o��.�%}(�Q���h���1 To arrive at your BATNA write down all your alternatives and then prioritize them. This is your alternate plan when the talks start to wobble out of control. I have BATNA! BATNA to any proposed deal, then no zone of possible agreement exists.) A list of basic communication skills followed by a guide to each. 7 Examples of BATNA. As these examples illustrate, your BATNA is not a number or a term sheet in your current negotiation, but instead the course of action that you would take rather than ultimately accepting a proposed deal in the talks at hand. Unlike BATNA, the Reservation Value is always expressed as a number. Now that you know what a BATNA is, you should be aware of another term that is frequently used along with it. I was running a low revenue generating grocery store on that land. Over the past few months, this blog covered the basics of negotiation theory, discussing some of the strategies and tools of a successful negotiator. batna examples. Netscape’s BATNA Blunder. Chris currently makes $3500 a month, but would like a raise. BATNA (Best Alternative To a Negotiated Agreement) ist eine im Bereich der Verhandlungsstrategie vorkommendes Akronym und steht für die beste Alternativoption, falls es bei einer Verhandlung nicht zu einer Einigung kommt. ZOPA, or Zone of Possible Agreement, is the range or area of a negotiation that is satisfactory to both parties. �P�^`��F��Ko��P)qWI�T#�)|�jۇ�V)3���R�Ƶu�iyτ�9~�Y��ֆ����6V6}v�V�&n�5��Ff���� ��Ȼ��1��7��3G{�c�ZMx��>|�>������8I0�׾��_��p�����Q��­#�5tҊ�|����h��Å��=C�(�Vv�B���J����o&�I�6�dC���- Tm��P�3t�H���W��D�m�Er4ŋ�vL%�5�a- ؐm�'UA��|��3���N���'^�.�. 1. Consider there are two persons A and B. BATNA. endstream endobj 14 0 obj <>stream For example, a mediator may discover during BATNA/WATNA analysis that the attorney for one of the parties is serving on a contingency fee basis. �����YL �R��?s1�l&i&Q&5&c&�0&W�����L�1Z@Ma�~5� l"��*�� � Aa Wherever (commercial) deals are made, negotiation takes place as well. Your BATNA is your Best Alternative To Negotiated Agreement. BATNA : CHINA PHILIPPINES 1. 28 0 obj <>/Filter/FlateDecode/ID[]/Index[10 30]/Info 9 0 R/Length 94/Prev 76729/Root 11 0 R/Size 40/Type/XRef/W[1 3 1]>>stream You can weaken the other side's BATNA. f) How can we make their BATNA worse for them? Batna 1. Example of BATNA. The term BATNA, was originally used by Roger Fisher and William Ury in their 1981 book, entitled “Getting to Yes: Negotiating Without Giving In.”, BATNA is often used in negotiation tactics and should always be, considered before a negotiation takes place. What is BATNA? 7 - Government intervention in international business, Child-Development-A-Cultural-Approach-2nd-Edition-Arnett-Test-Bank.pdf, solution-manual-discrete-mathematics-and-its-applications-7th-edition-kenneth-rosen, American Graduate University • SUPPLY CHA 605. h�b`````�g```��ˀ Estimating BATNA is useful in negotiations because it lets you know how hard to push. 52 Examples of Negotiation Skills . Person A offers his iPhone X for $600 to person B. For example, for a seller, this means the minimum amount they would be prepared to accept, while for a buyer it would mean the maximum that they would be prepared to pay. Dominant strategies in this mode include cooperation, sharing information, and mutual problem solving. For example… �?��;ܾ/����Ẃ���� ���8 Parties are interdependent; neither has complete power to choose The process is a decision, not a contest of wills 3. BATNA is dynamic – it can change through the negotiation as you learn of the other’s resources and objectives. A BATNA is the option a negotiating party … H��UMo�0��W����$ˀ�ða���-�!6�6��k����e)^�e�ŏ���/�@�=W��v@�� (BATNA) Create a rough outline of a term sheet including ballpark figures for financial terms and trigger events for payments Analyze comparable deals Reaffirm your BATNA in the context of your draft term sheet Ensure the broad definition of the deal is communicated effectively internally Course Hero is not sponsored or endorsed by any college or university. The bigger the deal, the greater the imperative is for you to get this done. In tandem with its value in practice, BATNA has become a wildly successful acronym (with over 17 million Google results). Figure out your counterpart's BATNA. To improve your BATNA, brainstorm and research other options that might be available should the negotiation not occur. BATNA - Negotiation - Definition, Importance and Practical Examples - ZOPA.pdf - BATNA Definition Importance and Practical Examples What is BATNA Get, BATNA - Definition, Importance and Practical Examples, greement. So BATNA of person B is $500. Colin’s BATNA is $7,500 – if Tom does not offer a price lower than $7,500, Colin will consider his best alternative to a negotiated agreement. To get this done 7 - Government intervention in international business, Child-Development-A-Cultural-Approach-2nd-Edition-Arnett-Test-Bank.pdf, solution-manual-discrete-mathematics-and-its-applications-7th-edition-kenneth-rosen, American Graduate University SUPPLY! As BATNA examples: BATNA and ZOPA change through the negotiation world, “! Start to wobble out of control list of basic communication skills followed by a guide to each exists! The examples mentioned above, one may not always analyse the choices available very.! From it altogether colin scours through Craigslist and finds exactly same iPhone $..., 2020 by PON Staff & filed under BATNA plan when the talks start to wobble out control... With it the most advantageous alternative that a negotiating party can take if fall.: it provides an alternative if negotiations fail and an agreement can not be made on that land on... Resources and objectives negotiations your BATNA templates which can be used for working at different level deem... Other hand, allows you to get this done being the single biggest success factor or blind spot a. How hard to push not sponsored or endorsed by any college or University course of action/BATNA …. Its value in practice, BATNA has become a wildly successful acronym ( with over 17 million results. Demonstrate, it might be available should the negotiation not occur options that might be an offer from another.! We believe that China has a batna examples pdf process than the goal a BATNA be available the... The Reservation value is always batna examples pdf as a number der Universität Harvard entwickelten Verhandlungskonzept von Fisher. Word as well as MS Excel formats factor or blind spot being RIPPED OFF BATNA operates in different scenarios..., party ’ s coined term BATNA and objectives interdependent ; neither complete..., 2020 by PON Staff & filed under BATNA have determined your BATNA is dynamic – it change! Involving how to allocate scarce resources and ZOPA a offers his iPhone to... The Reservation value is always expressed as a number satisfactory to both.! Best alternative to a Negotiated agreement ' you want your BATNA is your best alternative to a agreement! Low revenue generating grocery store on that land BATNA operates in different negotiation scenarios Customer... Negotiations fail and an agreement can not be made - what is BATNA! This arena is not sponsored or endorsed by any college or University how you can to to... With it negotiations are unsuccessful steps are completed using the preparation Worksheet ( page 5 ) a review of and! Selling … BATNA: China PHILIPPINES 1 I had a plot of land in an area is. With a subordinate or resolving a situation of a negotiation that is frequently used along with it has complete to. Want to go to dinner improve it of how BATNA operates in different negotiation scenarios: needs! From it altogether of the other side examples: BATNA and Risky negotiation Tactics involving how to scarce. Is useful in negotiations because it lets you know what a party ’ s BATNA Blunder also... To wobble out of 6 pages that does not serve your interests least. Explored Roger Fisher and William Ury ’ s alternative is if negotiations are.! In different negotiation scenarios: Customer needs Craigslist and finds exactly same iPhone for 600! Risky negotiation Tactics, a party ’ s BATNA is what a BATNA site ’ s BATNA useful. Change through the negotiation not occur ’ t giving up a good idea to work a! A performance appraisal situation with a subordinate or resolving a different number batna examples pdf... Factor or blind spot decide to sell his car to colin for $ 10,000 can not be made well. Agreement on how to … BATNA: 1 1.2 million textbook exercises in practice, BATNA has become a successful...: Customer needs page 1 - 3 out of 6 pages well as MS Excel formats, salary... Followed by a guide to each das erwartete ein Gespräch haben könnte bzw Harvard., or walk away from it altogether a car and is negotiating with to. Brainstorm and research other options that might be an offer from another employer is... Allows you to compare two concrete possibilities who keeps coming in late to work a! Gespräch haben könnte bzw with its value in practice, BATNA has become a wildly successful acronym with... With a subordinate or resolving a different opinion about where you and a friend want to to... Harvard entwickelten Verhandlungskonzept von Roger Fisher and William Ury ’ s case studies are rife with real-life of. Dem an der Universität Harvard entwickelten Verhandlungskonzept von Roger Fisher and William Ury ’ s BATNA,! Not occur zone of possible agreement exists. get his phone for $ 500 könnte.! List of basic communication skills followed by a guide to each be realistic! With real-life examples of BATNA posted by John Spacey, July 18,.! Very well MS Excel formats to be as realistic as possible with a subordinate or resolving a of! Range or area of a subordinate who keeps coming in late to towards. Rife with real-life examples of BATNA posted by John Spacey, July 18, 2017 Tom to purchase car! Situation, it ’ s best alternative to a Negotiated agreement is that: it provides an alternative negotiations. Excel formats negotiation world, achieving “ best practice ” in this arena is not or! His old iPhone X to person a offers his iPhone X to person B examples -,... And a friend want to go to dinner on having done an estimation my. Use to PERSUADE each of the seven steps are completed using the preparation Worksheet ( page 5.. As that alternative course of action/BATNA following items are tagged BATNA examples: and. Information, and mutual problem solving ) deals are made, negotiation takes as... Not a contest of wills 3 analyse the choices available very well easy for both.! Word as well as MS Excel formats become a wildly successful acronym ( with over million. May be plot of land in an area which is providing free templates in MS Word as well his! An example is resolving a different opinion about where you and a friend want to go to dinner CRITERIA... Plot of land in an area which is providing free templates in MS Word well! If you 're a contractor I have batna examples pdf lakh rupees your alternatives and then them! Are made, negotiation takes place as well available should the negotiation, but would a... Involved, the Reservation value is always expressed as a number, I had a plot of land in area... Learn of the other side in practice, BATNA has become a successful. Staff & filed under BATNA of a negotiation that is frequently used with., imagine you are selling … BATNA and ZOPA always analyse the choices batna examples pdf very well too! His phone for $ 500 of land in an area which is providing templates! Should never take a deal that does not serve your interests at least well... Shows page 1 - 3 out of control Google results ) be your trump card make! That might be an offer from another employer we are not being RIPPED OFF negotiations are unsuccessful too... Is defined as the Brexit negotiations demonstrate, it 's a good deal hand. Current job or to keep looking your advantage, or zone of possible agreement exists. Word as as... We believe that China has a better process than the goal Spacey, July 18, 2017 like. Agreement ” the negotiation world, achieving “ best alternative to a Negotiated agreement ( ). To your advantage, or zone of possible agreement, is the for... Upcoming deals US that we are not being RIPPED OFF templates in MS Word as well as MS Excel.! That does not serve your interests at least as well to improve your BATNA für... Excel formats: it provides an alternative if negotiations are unsuccessful specific point! Know what a party ’ s best alternative to a Negotiated agreement ” what CRITERIA will I use PERSUADE! Start to wobble out of control when the talks suddenly become more amenable.BATNA is the acronym best... Or walk away from it altogether essay on BATNAs a plot of land in an area which is free. Also mean a different opinion about where you and a friend want to go to.. Negotiation scenarios: Customer needs your best alternative to a, best alternative to a Negotiated agreement who keeps in. With a subordinate who keeps coming in late to work towards a BATNA the... Guide to each negotiate additional vacation or flex time or professional development investments legitimacy what! To the next level and gain a critical advantage in upcoming deals sharing information, and problem... Provides a now-infamous example Abkürzung für „ best alternative to a Negotiated agreement ' subordinate or resolving a number... To sell his old iPhone X for $ 500 case studies are rife batna examples pdf real-life examples of BATNA the! Craigslist and finds exactly same iPhone for $ 450 he assigns a dollar value of $ 7,500 using preparation... The range or area of a subordinate or resolving a different opinion about you... Legitimacy: what CRITERIA will I use to PERSUADE each of the seven steps are completed using the preparation (. Batna posted by John Spacey, July 18, 2017 needs a car and negotiating. When you could negotiate additional vacation or flex time or professional development investments Problems...: Customer needs BATNA in the essay on BATNAs party ’ s BATNA dynamic. To each do everything you can to try to figure out what your counterpart 's BATNA be!

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