By Negotiation at Work - A MindEdge learning resource
BATNA stands for "best alternative to no agreement." This term was introduced by Roger Fisher, William Ury, and Bruce Patton in the book, Getting to Yes. When a person goes into a negotiation knowing what their BATNA is, it can limit his or her course of action during the negotiation.
Developing a BATNA
It is highly recommended that people develop a BATNA before engaging in a negotiation. Without taking the time to develop a BATNA, you will likely be unaware of what would happen if the negotiation fails. As a result, you may feel a strong inner pressure to reach an agreement, even if it is not in your best interests. Alternatively, you may feel overly optimistic about the proposed agreements. Your optimism may cloud your view of costs associated with the agreements.
There are seven basic steps to developing a BATNA:
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