Keywords: negotiating table, BATNA, Batna definition, Batna negotiations, best alternative to a negotiated agreement, bruce patton, Dealmaking, always yes, always negotiation agreement, Guhan Subramanian, batna importance, in negotiations, negotiated agreement, negotiation agreement, negotiation, negotiating newsletter, negotiating skills, negotiating strategies, negotiating table, negotiation theory, negotiation theory, negotiator , Roger Fisher, ury, what is batna, what is batna, what is batna , william ury With a good BATNA strengthens your bargaining power. If you know you have a good alternative, you don`t need to admit as much, because you`re not so interested when you get a deal. You can also push the other side harder. If your options are slim or non-existent, the other person can ask more and more, and you`ll probably decide to accept them – because you don`t have a better option, no matter how unattractive the person on the table becomes. It is therefore important to improve your BATNA as much as possible. If you have a strong one, it`s worth revealing it to your opponent. However, if you have a low one, it is better to keep this detail secret. It is simply not a proven method if you do not manage to have feasible alternatives when you enter into a negotiation. With attractive and achievable alternatives, you can confidently reach a mutually beneficial agreement. It also allows you to go with a satisfactory alternative. Let`s look at the scenario in which you have the strongest BATNA.
Suppose you know that the other party has to make a deal. You also know that the other side does not have good alternatives to implement. Imagine you took a course of negotiation. From your studies, you know how valuable it is to go to a business meeting. Before organizing the meeting, you began discussions with two alternative suppliers. These suppliers are ready and able to meet all your needs. Fisher and Ury propose a job search as a fundamental example of the determination of a BATNA. If you don`t receive an attractive job offer from Company X by the end of the month, what will you do? The invention of options is the first step towards defining your BATNA.