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BATNA Framework (Best Alternative to Negotiated Agreement)

negotiation · medium · 1-2 hours of preparation per negotiation

What is BATNA Framework (Best Alternative to Negotiated Agreement)?

Developed at the Harvard Negotiation Project, BATNA is your walk-away power — what you'll do if this deal falls apart. The party with the better BATNA has more leverage. Knowing yours (and estimating theirs) transforms every negotiation from emotional to strategic.

Is there evidence for it?

EVIDENCEstrong

How do you do BATNA Framework (Best Alternative to Negotiated Agreement)?

  1. 1.Before any negotiation, list every alternative you have if this deal doesn't happen
  2. 2.Evaluate each alternative realistically — your BATNA is the best one, not the average
  3. 3.Actively improve your BATNA before negotiating (get competing offers, develop other options)
  4. 4.Estimate the other party's BATNA — if theirs is weak, you have more leverage than you think
  5. 5.Never accept a deal worse than your BATNA, and never reveal your BATNA unless it strengthens your position

How long does it take?

1-2 hours of preparation per negotiation.

Is it hard to start?

medium.

Source: Roger Fisher & William Ury — Getting to Yes (1981), Harvard Negotiation Project
negotiation · leverage · preparation · strategy · business
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This is one entry from the library Shift matches against. It is general information, not advice about you, and nothing on this page came from anyone's conversation.