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Develop a best alternative to a negotiated agreement (BATNA) from "summary" of Bargaining for Advantage by G. Richard Shell
To be successful in negotiations, you need to have a plan B - a backup plan in case the deal falls through. This is what we call a BATNA - your Best Alternative to a Negotiated Agreement. Your BATNA is your safety net, your lifeline in a negotiation. Without a strong BATNA, you are at the mercy of the other party, vulnerable to their demands and concessions. Developing a BATNA requires careful thought and preparation. You need to consider all possible alternatives to reaching an agreement with the other party. This might involve exploring other potential deals, looking for alternative suppliers or buyers, or even walking away from the negotiation altogether. Your BATNA should be something that you are comfortable with, something that you would be willing to pursue if the negotiation does not work out....
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