BATNA

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.

Discover step-by-step techniques for avoiding common business negotiation pitfalls when you download a FREE copy of our BATNA Basics: Boost Your Power at the Bargaining Table special report from Harvard Law School.

BATNA: Bringing a Deal Out of the Gutter

PON Staff   •  02/10/2015   •  Filed in BATNA

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 

Star Wars Stories: George Lucas and a Strong BATNA, Passed Over

Katie Shonk   •  02/04/2015   •  Filed in BATNA

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 

For Modern Farmer Magazine, a Bad BATNA

Katie Shonk   •  12/10/2014   •  Filed in BATNA

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 

Is Negotiation Without a BATNA Possible?

PON Staff   •  08/15/2014   •  Filed in BATNA

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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