Negotiation Tactics: Ace Your BATNA Strategy

In negotiation BATNA, or Best Alternative To Negotiated Agreement, represents your best should you fail to reach an outcome through negotiation or mediation. A strong BATNA means that you have a reasonably attractive alternative to negotiation; so if you fail to reach agreement, you can implement your BATNA with minimal disruption.

Roger Fisher and William Ury developed the Best Alternative to a Negotiated Agreement in 1981 through their book named “Getting to Yes; Negotiating without Giving In.” In the book, they explain the concept of BATNA by explaining that it is the best possible next step if the negotiations fail and also the importance of analysing the best possible alternative and alternate plan.

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