What means BATNA?
Best Alternative to a Negotiated Agreement
BATNA answers the question
What would you do if you weren’t able to agree a deal with your negotiation counterparty?
Your BATNA options typically include:
finding another counterparty to do business with,
changing the specifications, requirements or formulation,
not going ahead or at least pausing,
creating the product, asset or service internally within your business.
Here’s some of the advice on leveraging your BATNA:
Start researching early, as it usually takes more time than most expect to develop their BATNA to the stage where it becomes actionable.
Don’t focus exclusively on your BATNA. Most don’t give enough thought or research into uncovering their counterparty’s BATNA.
Focus on facts not posturing and biases. Most overestimate their batna and often grossly over or underestimate the other side’s BATNA.
Work on affecting your counterparty’s perception of your BATNA. Best results are usually achieved in business negotiations by being indirect rather than direct about your BATNA, the effect is similar. Of course you need not lie about your BATNA.
When developing your BATNA, involve your stakeholders or colleagues to move faster while also gaining more options and consensus.
Last changed9 months ago