BATNA

BATNA

1. Best Alternative To a Negotiated Agreement

   • the best you can do
     • not necessarily your ideal outcome
     • best you can do WITHOUT THEM
       • without cooperation
   • if a person refuses

2. Falling back plan

   • prior negotiation process
   • plan B
   • the + BATNAs
     • stronger
     • + powerful
   • options
     • + confidence
     • +negotiating power
     • + alternatives

3. Investigation on counterpart BATNA

   • NO OPTION
     • NO POWER
   • greater dependency on the other
     • - negotiation power
   • critical to negotiation
     • cannot make a wise decision
     • wether to accept
     • unless other alternatives

4. Relational cost to BATNAs

   • must be considered
   • overall cost
     • delivery
     • travel
     • time
   • not single cost

5. advantages

   • if a good alternative deal
     • don't need to concede as much
     • don't care as much if you don't get the deal
     • push the other side harder
   • worth revealing to your opponent

6. disadvantages

   • if options slim /non existent
     • other side can make increasing demands
     • likely to accept them
       • not the best deal
   • weak one
     • better to keep that detail hidden

7. if no batnas

   • develop a list of actions
     • if no agreement reached
   • improve some of the promising ideas
     • convert them into practical options
     • select the tentative option that seems the best