d`a`�Jg`@ V da��T ⮏�e���q�+���vW6�4��7\��n``>��꼥n�$��ӊJR�� �Y�|�iq�-#[oM���8��ۓW/-�K���X�z�WoMd��:��f���Z�� �������� � �� �8�\�0���� BATNA : CHINA PHILIPPINES 1. Always ask yourself - what is my BATNA?!! your fall back position not your “bottom line”. assessed his BATNA—his best alternative to a negotiated agreement. Examine each option and calculate the value of pursuing each one. ! This article explains the concept of alternatives analysis and presents a method for conducting an analysis with parties in mediation, including many of the considerations that may affect the parties’ perception and use of the analysis. This paper is intended as an easy-to-read reference material on negotiation. Negotiation in government procurement What is negotiation? The alternative that best meets your interests is called your BATNA (Best Alternative To a Negotiated Agreement).Understanding these concepts and how to utilize their power in negotiations will help you reach more satisfying outcomes in your negotiations. Outcomes can be general or specific, factual or subjective, absolute or relative. 8 Types of BATNA you can use : Here is the possible list of BATNA’s you can use : Walking out on the deal: The fairly common one in which after negotiations, things don’t work they were supposed to and you decide to walk out on the deal. � %PDF-1.6 %���� Best Alternative to a Negotiated Agreement A.K.A. In other words, a party’s BATNA is what a party’s alternative is if negotiations are unsuccessful. �)���V�������Wtx@u��գU�ޮ��F>d8Jt��bK�p�28~4� �`�_'��Q� 6�Z{ �J�>1��} �hJX(���i�?�?9�Gs���cr��Z�$��t5F�+"��k c=���� 7�)���t�3��l����y�ݼ���Š8�.�j��vt���U� H��UMo�0��W����$ˀ�ða���-�!6�6��k����e)^�e�ŏ���/�@�=W��v@�� Judgments and Decisions Psych 253 Negotiations 2. Negotiation 6 . h�b```f`` The most essential handouts from the course have been assembled into a packet called Negotiation 101. Many people think that negotiating is difficult and full of underhanded tactics. A BATNA is the option a negotiating party might execute should the negotiations fail. •Establish your BATNA. I have BATNA! h��W�o�6�W��b�(R�(E ۍ� MT޺!ȃjk�0[2$K��ޝH�R�f�C�p��x_���b�f"�G���%�@R@S��i 2#�I��Hp���I���(�Ұ[~�X̋��0��Ow#�v�zS>�$! They can determine a Best Alternative to a Negotiated Agreement (BATNA). BATNA is the acronym for Best Alternative to a Negotiated Agreement. BATNA, or best alternative to a negotiated agreement, is what you would do if you failed to reach an agreement in a particular negotiation.Estimating BATNA is useful in negotiations because it lets you know how hard to push. �P�^`��F��Ko��P)qWI�T#�)|�jۇ�V)3���R�Ƶu�iyτ�9~�Y��ֆ����6V6}v�V�&n�5��Ff���� ��Ȼ��1��7��3G{�c�ZMx��>|�>������8I0�׾��_��p�����Q��­#�5tҊ�|����h��Å��=C�(�Vv�B���J����o&�I�6�dC���- Tm��P�3t�H���W��D�m�Er4ŋ�vL%�5�a- ؐm�'UA��|��3���N���'^�.�. What are your no-deal options? It can also be your trump card to make the deal happen to your advantage. If other parties need me in order to reach their objectives, my BATNA is strong; our negotiating circumstances are strong. An outcome is a possible result of negotiation. Before even starting out, the negotiator should work out his Best Alternative to a Negotiated Agreement (BATNA). '����*�UxM In a general context, negotiation is a bargaining process between two or more parties, each with its own viewpoints and objectives, seeking to reach a mutually satisfactory agreement on, or settlement of, a matter of common concern. It is defined as the most advantageous alternative that a negotiating party can take if negotiations fail and an agreement cannot be made. Suppose there is only one supplier of steel, the seller, in this case, dictates the price. The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. Keep Your BATNA Secret Your BATNA is the lowest offer you're willing to accept. If we look at it from the simplest standpoint, our BATNA is the choice we can make if we conclude that negotiating with a particular party is not likely to yield a favorable result. It's your baseline option. In our experience, negotiations can be positive, productive and fun. As a seller, don't accept anything less than that. – Knowing your BATNA before your start; any deal or offer %%EOF "��~i����x��8;���< We can walk away from a negotiation if our BATNA is better than the likely outcome of that negotiation.BATNA, however, covers far more than that. ), Handbook of Cross-Cultural Management Research forthcoming from Sage. One view says that BATNA is the measure of the balance of power in a negotiation. Culture and Negotiation Jeanne M. Brett and Susan Crotty Management and Organizations Kellogg School of Management Northwestern University Evanston, IL 60208 jmbrett@kellogg.northwestern.edu susancrotty@kellogg.northwestern.edu March 1, 2007 In P. B. Smith, M. F. Peterson, & D.C. Thomas (Eds. As a buyer, don't pay more. ��C"���ǧ4��m�b8RJ�LxI����x! • Determine Best Alternative to a Negotiated Agreement (BATNA) – Determined prior to negotiation and refers to: – What each party has going in to the negotiation. A negotiation planning template is a communication procedure in which several parties discuss their problems as well as solve them through dialogue and organized to reach a solution. Essential Concept of BATNA and WATNA: Aspiration Level Final Pr ice ( in m illion s)$23.5$23.0$22.5 Buyer focused on BATNA$22.0 Buyer focused on$21.5 aspirat ion level$21.0$20.5 19. When negotiations begin, establish rapport and try to get the other side … Develop Your Batna 1. Point 2. In other words, a party’s BATNA is what they plan to fall back on if a negotiation is unsuccessful. What do you do if… • The other side is: – Richer – Better connected – Larger staff – More resources – More Powerful 4. Best Alternative To A Negotiated Agreement - BATNA: A best alternative to a negotiated agreement (BATNA) is the course of action that will be taken by a party engaged in negotiations … In other words, if you have a strong BATNA and a negotiation counterparty has a weak BATNA you can push hard for what you want. Abstract. Unlike a "bottom line", which only sets a limit on a negotiation, your BATNA provides alternatives. negotiation through a combination of theory and practical application. %%EOF Abstract. �u'�#&�:4XB6����*#�D1��L��d��&�FRf!slP�$X��ʴ���@��!Ѿ��;��8@�-�3FiO��$LG���_h��-�M�4}��hE�-�lqw��=ϖC��o����( ��a����o��.�%}(�Q���h���1 Inventing a list of actions you might take if no agreement 2. This five part series uncovers the value of key elements in the negotiations process – specifically the negotiations range. In this way, your BATNA (and that of your fellow negotiators) provides a floor for the negotiation, but does not enforce it. The exact opposite of this option is the WATNA (worst alternative to a negotiated agreement). The worst thing that can happen in negotiations is that you fail to reach an agreement and you take your BATNA option. It's a hefty concept that can make your negotiations more successful, especially when the other side is more BATNA or Best alternative to a negotiated agreement is the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached. 10 0 obj <> endobj BATNA BATNA Z ATNA stands for best alternative to a negotiated agreement _ lient’s ATNA Identifying your lient [s ATNA can help you determine their walk away point. In other words, if you have a strong BATNA and a negotiation counterparty has a weak BATNA you can push hard for what you want. h�� �$��"�kI���0��&\���&��#���]�]�Y�_��2r?�i]u0�$��tf�]�I��]S/bۥ�n2��}��"�ܑy�Z�� ���s�>0A��������]�]ت#&��j6��D��U�����#�1F'�;��W- �����9(e� xZ� B���N�uQn/�bm[rk��z�W��V�VᏌ������|4���" ���Ńq].�s���v�Gz[7�tS~�6:��X��Ui �qg��B_�œ4Ŧ���� ]5�yk���.�R�RϪ5^@��MQ�.fK�Q�m/�]m�l/F�������fS�5���I}=��� ��Ƀ���D�a����B��#��i� p�DHOҮT�t�ޣ�u�4�^�L������o^���� ����q��Y��}b� For example, when purchasing a car, the BATNA might be to accept the best deal I can get at a different dealer. 39 0 obj <>stream Outcomes. Here’s a classic illustration of the BATNA negotiation skills concept: Negotiation skill or negotiation strategy? endstream endobj startxref Develop Your BATNA 2. SEVEN ELEMENTS OF EFFECTIVE NEGOTIATIONS December 2008 – Jerome Slavik Adapted from Getting To Yes – Negotiating Agreements Without Giving In, R. Fisher and W. Ury 1. Thus, the two most basic points of any negotiation. Once you have resolute that you need to negotiate with the other party a plan action can be created. The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. 1$�Ҿ{�g�9���v%�_���[��1�k�?�X�Ǜ+&x>c}����U���u�WO��_���1~�.��B�(�����Cϒ����:�*��r[�w,V|���|�+#�u��lg�_�bMI��mٯ\�(�#��}��ֳ�~[���}����j(M1����M���ը�P��z4�zQ��MU���U=��ʿ/���E�b9 N���|(&��/=求9PB�揺�`%>��݅�H3BDP�a"96 ��őa2����Vծ��u����������o��k�/��,b��D�F �q4���L;nL�~&ID��͔iR Best Alternative to a Negotiated Agreement (BATNA) Negotiators must consider their position if negotiations fail to produce an acceptable outcome. 1. The paper is structured in the following manner. Chile had what appeared to be a very attractive walkaway option—or in negotiation lingo, a BATNA (best alternative to negotiated agreement). tify alternatives as part of the negotiation strategy and have a position with which they are prepared to walk away from the negotiation (for this position Fisher and Ury coined the term "Best Alternative to a Negotiated Agreement or BATNA". Author: Jessica Notini. 1/14/2021 BATNA - Definition, Importance and Practical Examples 1/6 BATNA is an acronym that stands for B est A lternative T o a N egotiated A greement. a) A good negotiating relationship is needed to address differences and conflicts. PROGRAM ON NEGOTIATION 1. \�x�~4y���a�m@�d��d:U��o��y�. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than14 million Google results). Article/chapter can be printed. The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. 0 It’s a bit of both – identifying a negotiator’s BATNA is a necessary skill for developing the best strategies to use at the bargaining table. Conclusion Negotiation is a skill … Negotiation: A process by which two or more people come to agreement on how to allocate scarce resources. Translate your BATNA to the current deal. To determine your BATNA in a given negotiation, follow these four steps: •List your alternatives. A BATNA gives an alternative where agreement cannot be reached. Introduction: In most settlement negotiations, parties are influenced consciously or unconsciously by Benefits of a BATNA. 149 0 obj <> endobj Get The Other Side Talking. It is the safety net in place if negotiations collapse or an ideal outcome is not achievable. Here are three strategies to help you take the BATNA concept to the next level and gain a critical advantage in upcoming deals. The BATNA is the course of action a party will take if no agreement can be reached during a negotiation. It is the safety net in place if negotiations collapse or an ideal outcome is not achievable. 2. Consider and evaluate your alternatives.!! Benefits of a BATNA. Having your BATNA prepared can also enable you to walk away from the deal altogether. A BATNA isn't your goal or target. When people work out their best alternative in a negotiation they are calculating their walk-away position (Mills, 2005). It is defined as the most advantageous alternative that a negotiating party can take if negotiations fail and an agreement cannot be made. The WATNA might be to accept a car with �+.|m?�����'��.��Xv��C��s��? Reprinted with permission by the author. 0 "successful" negotiation in the advocacy approach is when the negotiator is able to obtain all or most of the outcomes their party desires, but without driving the other party to permanently break off negotiations, unless the best alternative to a negotiated agreement (BATNA) is acceptable. Once again, knowing your BATNA (or best alternative to a negotiated agreement) and WATNA (or worst alternative to a negotiated agreement) when you go into a negotiation … In the absence of a deal, it is the preferred course of action you should take. In their bestseller Getting to Yes: Negotiating Agreement Without Giving In, Roger Fisher, William Ury, and Bruce Patton (Penguin, 1991) described BATNA, or best alternative to a negotiated agreement, as the path you’ll follow if you don’t reach agreement in your current negotiation.. * People often think that negotiation power is determined by resources like wealth, political connections, physical strength, friends and military power, In fact, the relative negotiating power of two parties depends primarily on their BATNA, which means how attractive to each is … Imagine you’ve taken a negotiation training course. We will use more power based negotiation because we believe that China has a better process than the goal. ��(�4���H�}�G��e��(��!�@�"����0w˛#u�ÞP~�ǘ Example of ZOPA in Negotiation �2*���D�B�a��N�Pg2�n�d�T�fB�*�2�R)%�Yl1��Xh�i��]b��ޜ�"��ބ�D���Z�����-���[�pn���3���E����7��k�hR� h�b`````�g```��ˀ Negotiation facilitates agreement when some of your interests are shared and some are opposed Negotiation is the process of evolving communication to get from opposition to consensus, manage conflict and reach agreement Negotiation principles apply as … In other words, a BATNA is the alternative that the party will select if they must walk away from the negotiation. In negotiation theory, the best alternative to a negotiated agreement or BATNA (no deal option) refers to the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached. BATNA is THE alternative to what a negotiated agreement would be otherwise. The whole idea of a negotiation is to get something better than your reservation value. analysis will often improve negotiation strategy significantly. RELATIONSHIP: AM I PREPARED TO DEAL WITH THE RELATIONSHIP? BATNA was created by Ury and Fisher (1981). Rule #1 of Negotiations: Assess your BATNA, your “plan B,” what you will do if you decide to walk away. Establish the best as your BATNA.!! %PDF-1.5 %���� h�bbd```b``�"�@$�f�rD2��փٕ`v�=L����W�����xe0�L�I�9n@��3&��3�v10�L�g`|� � �/0 2. Your BATNA Identifying your BATNA can help you determine your walk away point. 175 0 obj <>stream BATNA can be explained with the following example. Understand your Best Alternative to a Negotiated Agreement (BATNA) Create a rough outline of a term sheet including ballpark figures for financial terms and trigger events for payments Analyze comparable deals Reaffirm your BATNA in the context of your draft term sheet Ensure the broad definition of the deal is communicated BATNA is an acronym that stands for Best Alternative To a Negotiated Agreement. Checkout. If negotiation only consists of both sides identifying a preferred outcome, making it their goal and forcing it on the other, haggling or arguing will result. The key is that the BATNA must be executed without the involvement of the opposite. RP is a quantification of your BATNA . �?��;ܾ/����Ẃ���� ���8 Negotiation 101. endstream endobj startxref BATNA (Best Alternative To a Negotiated Agreement) is a term developed by Roger Fisher and William Ury of the Harvard Negotiation Project. Negotiation 101. Improve Your BATNA The stronger your BATNA, the more you can comfortably ask for in a negotiation. 28 0 obj <>/Filter/FlateDecode/ID[]/Index[10 30]/Info 9 0 R/Length 94/Prev 76729/Root 11 0 R/Size 40/Type/XRef/W[1 3 1]>>stream Accept deals > BATNA . In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than 14 million Google results). Keywords: negotiation, BATNA, bargaining, zone of possible agreement, reservation price As one’s Best Alternative To a Negotiated Agreement, the “BATNA” concept in negotiation has proved to be an immensely useful tool. Best Alternative To A Negotiated Agreement - BATNA: A best alternative to a negotiated agreement (BATNA) is the course of action that will be taken by … Types of Negotiation Distributive Vs Integrative Negotiation Negotiation Process BATNA Bargaining Zone Model of Negotiation Negotiating Behavior Issues in Negotiation Third party Negotiations How to achieve an Effective Negotiation Negotiation Tips ... Transcript of Mastering negotiation skills pdf. Walk away from deals < BATNA . Negotiation 10.1 Negotiation ... BATNA is the best we can hope for if negotiations don't succeed; and WATNA is the worst we can realistically fear. 8.7 Fisher and Ury on Principled Negotiation 8/18 8.8 Fisher and Ury’s Prescriptions 8/21 8.9 BATNA 8/30 8.10 The Negotiator as Mediator 8/31 Epilogue 8/33 Module 9 Streetwise Manipulation 9/1 Prologue 9/1 9.1 Fait Accompli 9/1 Dialogue 9/2 9.2 Learning about Ploys 9/2 9.3 Power and Ploys 9/3 9.4 Three Types of … ff���E �Á@��q�C �IJ`�P~&�%�l�f�"R���8˴ե��!�߭�U�@�)UN�~�ɹ��Ǣ?��f���h�f�@l���̛!��R Q�sH Assess your BATNA using a four-step process. The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. BATNA, or best alternative to a negotiated agreement, is what you would do if you failed to reach an agreement in a particular negotiation.Estimating BATNA is useful in negotiations because it lets you know how hard to push. A BATNA calculation is no place for wishful thinking. Article/chapter can not be redistributed. endstream endobj 150 0 obj <> endobj 151 0 obj <>/ExtGState<>/Font<>/XObject<>>>/Rotate 0/StructParents 1/Tabs/S/Type/Page>> endobj 152 0 obj <>stream h�bbd``b`N�@�)H�ԁ�0 ��$��@ˁD�6HLHp� �8���P#� The Best Alternative to a Negotiated Agreement (BATNA) BATNAsi are elegantly simple in concept, but notoriously difficult to execute. �����YL �R��?s1�l&i&Q&5&c&�0&W�����L�1Z@Ma�~5� l"��*�� � Aa BATNA is dynamic – it can change through the negotiation as you learn of the other’s resources and objectives. Think about all the alternatives available to you if the current negotiation ends in an impasse. BATNA means “Best Alternative to a Negotiated Agreement.” This is your alternate plan when the talks start to wobble out of control. BATNA: Best Alternative to a Negotiated Agreement WATNA: Worst Alternative to a Negotiated Agreement Popular Attribution to Fisher & Ury, Getting to Yes. �F҈��~� l} ... outcome in this present negotiation would be BETTER than my BATNA? The BATNA is the best you can do without the cooperation of the other party in a negotiation, but you can't use your BATNA until you've defined and prioritized your alternatives. Batna 1. BATNA is an acronym popularised by Roger Fisher and William Ury which stands for ‘Best Alternative to a Negotiated Agreement’. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than 14 million Google results). h޼�mo�:ǿ�_��b~�;҄e�H���l�R�x4RHP�j���;�/�"��y�}��DD �����D The individual contents are available in the table below, or the packet can be viewed in its entirety: Negotiation 101, complete (PDF - 1.0 MB) Notes on Negotiation 101 ; Contents of Negotiation … www.iformediate.com Osvaldo Duilio Rossi : BATNA & WATNA: HOW TO FIND YOUR… : 3/3 c we find out that b > a > c.This way Sarah can rationally propose to Mike to fix the roof (b) in order to save their contract (l), so that Mike will keeppaying the rent (d).SARAH MIKE SARAH Grades Average (a) To wait (d) To sue Sarah (k) To resist 0 (l) To refund 0 (e) Not to pay (m) To sue Mike 1 The most essential handouts from the course have been assembled into a packet called Negotiation 101. PDF | Negotiation occurs whenever people cannot achieve their own goals without the cooperation of others. •Evaluate your alternatives. Prepared By : Gihan Aboueleish . In other words, a party’s BATNA is what a party’s alternative is if negotiations are unsuccessful. The talks suddenly become more amenable.BATNA is the acronym for Best Alternative to a Negotiated Agreement. Develop your BATNA Generate Attractive Alternatives: 1. It is the only standard which can protect you both from accepting terms that are too unfavorable and from rejecting terms it would be in your interest to accept. Using negotiation lingo, alternatives are what you could do to meet your interests if you walked away from the current negotiation. 2.We will use right based negotiator Examples:We believe China is a stable country in terms of import and export there why we decided to use our rank, threat and intimidation to get our own right and claim. Although BATNA is a commonsense concept in the negotiation world, achieving “best practice” in this arena is not easy. Parties are interdependent; neither has complete power to choose The process is a decision, not a contest of wills 3. BATNA What is a BATNA in negotiation? Unlike a "bottom line", which only sets a limit on a negotiation, your BATNA provides alternatives. Article/chapter can be downloaded. BATNA - Free download as Powerpoint Presentation (.ppt / .pptx), PDF File (.pdf), Text File (.txt) or view presentation slides online. BATNA • Best Alternative To a Negotiated Agreement 3. It does not need co-operation from others and gives options when Adapted from “Accept or Reject? A negotia-tor’s BATNA is the course of action he will pursue if the current negotiation results in an impasse. Making the Most of your Assets • The better your BATNA, the greater your power • The relative negotiation power of two parties depends primarily upon how attractive to each is the option of not reaching agreement 18. It presents an overview of the defining theoretical perspectives, concepts and methods that are central to the theory and practice of negotiation. An evaluation of your best alternative to a deal is critical if you are to establish the threshold at which you will reject an offer. BATNA “Best Alternative To A Negotiated Agreement”! Sometimes the Hardest Part of Negotiation Is Knowing When to Walk Away,” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter, August 2004. 6 BEYOND THE BATNA RECOMMENDATIONS V. Design Simulations with Emergent Properties: In a systems-based view of negotiation, the vast connectivity of actors’ decisions interacts with an adaptive environment to create the emergence of a unique deal. Key Negotiation Principles Best Alternative To a Negotiated Agreement (BATNA) Reservation price Bargaining zone Aspiration level 18. It is widely accepted that a more attractive BATNA generally increases one’s bargaining power.3 A minimally Point one, know your reservation value, or know your BATNA. endstream endobj 11 0 obj <> endobj 12 0 obj <> endobj 13 0 obj <>stream Unlimited viewing of the article/chapter PDF and any associated supplements and figures. Best Alternative to a Negotiated Agreement (BATNA) – BATNA is an acronym that represents the best result that a negotiator can get somewhere else if an agreement cannot be reached with the other party. 163 0 obj <>/Filter/FlateDecode/ID[<18D35199CA358DBE9758814E1A2CF1F3><760759053FBD2B47902D59F101441C7C>]/Index[149 27]/Info 148 0 R/Length 77/Prev 242475/Root 150 0 R/Size 176/Type/XRef/W[1 2 1]>>stream * People often think that negotiation power is determined by resources like wealth, political connections, physical strength, friends and military power, In fact, the relative negotiating power of two parties depends primarily on their BATNA, which means how attractive to each is … The individual contents are available in the table below, or the packet can be viewed in its entirety: Negotiation 101, complete (PDF - 1.0 MB) Notes on Negotiation 101 ; Contents of Negotiation … If an agreement or settlement is not reached, this is your alternative. endstream endobj 14 0 obj <>stream You 're willing to accept the best alternative to a Negotiated agreement!., factual or subjective, absolute or relative follow these four steps batna negotiation pdf your. 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The article/chapter pdf and any associated supplements and figures if no agreement can not made. Relationship: AM I PREPARED to deal with the other party a plan action can be,! The BATNA is dynamic – it can change through the negotiation process a. Essential handouts from the current negotiation you have resolute that you fail to produce an acceptable outcome concepts and that! Your trump card to make the deal happen to your advantage the cooperation others. Thing that can happen in negotiations is that you need to negotiate the! Ask for in a negotiation, your BATNA in a negotiation ( 1981 ) key elements in the negotiations.... Negotiation training course can not be reached and gain a critical advantage in upcoming deals is only one supplier steel. On negotiation accept anything less than that here are three strategies to help you determine your provides..., Handbook of Cross-Cultural Management Research forthcoming from Sage arena is not achievable results ) negotiate with relationship. Value in practice, BATNA has become a wildly successful acronym ( with more 14. Balance of power in a negotiation believe that China has a better process than goal. Need co-operation from others and gives options when get the other Side.. Place for wishful thinking critical advantage in upcoming deals order to reach their objectives, my BATNA is acronym. Of a negotiation, your BATNA a seller, in this present negotiation be! In negotiations is that the BATNA might be to accept a car, the,. Your alternative card to make the deal happen to your advantage out their best alternative to Negotiated. Other party a plan action can be created we believe that China has a better process the. Assembled into a packet called negotiation 101 to agreement on how to allocate scarce resources key! The value of key elements in the negotiation world, achieving “ best practice ” this! Collapse or an ideal outcome is not achievable place for wishful thinking point,! Have BATNA defined as the most advantageous alternative that the BATNA must be executed without the involvement of opposite... More amenable.BATNA is the lowest offer you 're willing to accept the best alternative a.