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BATNA

An acronym for Best Alternative To a Negotiated Agreement. A technique used to negotiate a better contract or agreement mainly in international business negotiations. There are seven basic steps to developing a BATNA:

  • List what you will do if you fail to reach an agreement.
  • Convert the most promising options into practical choices.
  • Select the single best option (that becomes your BATNA).
  • Compare your BATNA to all proposals.
  • If an offer is better than your BATNA, consider improving or accepting it.
  • If an offer is worse than your BATNA, consider rejecting it.
  • If the other party will not improve their offer, consider exercising your BATNA.

One of the determinants of your power in a negotiation is the attractiveness of your BATNA as compared to the proposals made during the discussions. International

Business Negotiations.

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