In negotiation, BATNA refers to your best alternative to a negotiated agreement, or the best outcome you can expect if you fail to reach agreement at the bargaining table with your counterpart. Articles explore the concept of one’s BATNA as well as how to effectively identify your BATNA in negotiations and how to use this knowledge effectively in any type of negotiation, whether in business, international, or personal negotiations.
How can a negotiator protect herself from bias and influence negotiation strategies at the bargaining table? Knowing one’s best alternative to a negotiated agreement as well as the zone of possible agreement for the deal at hand help prevent bias from leaving value unclaimed. … Read More
What should a business negotiator do when she feels that her BATNA is weak or that the only issues on the bargaining table involve issues of price, or “haggling” scenarios? In this article, the Program on Negotiation offers business negotiation tips for negotiators grappling with a “weak BATNA.” … Read More
In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. When you are aware that you have an appealing alternative deal to the one you’re working on, you will be less tempted to accept an agreement that doesn’t meet your minimum requirements. A strong BATNA gives you … Read More
The dissolution of a partnership can be fraught with conflict, especially when the business is all in the family. But as Charles V. Bagli recently reported in the New York Times, three New York brothers recently proved that careful planning—and a willingness to trust in fate—can be keys to a peaceful breakup. … Read More
In business negotiations, our mistakes sometimes end up affecting not only the current deal, but our best alternative to a negotiated agreement, or BATNA, in deals that lie down the road. That’s a lesson that Ann Marie Gardner, the founder and editor of the hip new magazine Modern Farmer, has learned the hard way. After … Read More
Negotiating power generally comes from one of three sources, according to Adam D. Galinsky and New York University’s Joe C. Magee. Here are three sources of negotiation power that negotiators can use in negotiations. … Read More
The following question was posed to Program on Negotiation faculty member and associate professor of business administration at Harvard Business School in the Negotiations, Organizations & Markets Unit, Francesca Gino. … Read More
Strikes and lockouts have sprung up among groups as diverse as Chicago Public Schools (CPS) teachers, National Hockey League (NHL) players, and National Football League referees, not to mention American Airlines pilots, who staged an unofficial work slowdown as part of their dispute with management. … Read More
A Negotiation reader asked if negotiation without a BATNA is possible. David Lax, Managing Partner at Lax Sebenius and Program on Negotiation faculty member responds in this January 2008 article of “Dear Negotiation Coach.” I am looking for tips on negotiating with sole suppliers who know I don’t have any real outside alternative and who … Read More
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Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.
Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.