BATNA is an acronym for the best course of action you can take if you fail to negotiate. It stands for “Best Alternative to a Negotiated Agreement,” and can be compared to a backup plan.
The importance of this concept is determined by its role: with the help of BATNA, you understand whether the negotiations can be considered successful. If the received offer is more favorable than this alternative, everything is going well, and otherwise, it is probably better to stop the negotiations. Having a plan B makes it easier to refuse a losing deal, even if you are under pressure.
A necessary element of any transaction
Each option should be considered whatsapp number canada separately. For example, if you fail to agree on purchasing a specific apartment, you can buy another one, invest the money in a business or open a bank deposit. But you cannot do all of this at the same time; you need to choose the most advantageous option.
The book "Negotiating Without Losing," written by R. Fisher and W. Ury, who developed the principled agreement method, suggests the following steps:
Write out all possible actions that can be taken if you do not come to an agreement.
The most successful ideas need to be further developed to become a guide to action.
Choose the best solution from the resulting options.
This decision is your BATNA.
To illustrate this method, Fisher and Ury used a job search as an example. Want to get a job offer from a specific company in a specific city? What should you do if you don’t get one by the end of the month? The first step is to think through all the possible options. You can find another job idea, try to get a job in another city, or accept a position at this company on worse terms. You can get an offer from a competitor and use it in an interview at your target to get a better offer.
Don't forget that the other side has their own BATNA - it's worth considering what it is.
When you understand that the opponent is objectively stronger, all that remains is to develop the best option available to strengthen your position. For example, if a client starts to impose his conditions, work with his competitors at the same time. Then you will be able to present the former with the fact that if you fail to reach an agreement, the competitor will have an advantage. But for this to be true, sales must begin in advance.
A necessary element of any transaction
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