What is the BATNA Strategy in negotiation? Are you familiar with it?

The definition, or the ability to identify a negotiator’s best alternative to a negotiated agreement, is among one of the many pieces of information negotiators seek when formulating dealmaking and negotiation strategies.

Please see my understanding of BATNA Negotiation. Please follow the following steps.

Generate a set of actions that you could take if no negotiation is reached.

• Imagine what would happen if the negotiation failed.
• Brainstorm courses of action you could take in these circumstances.
• What are your options if you can't come to an agreement?
• Generate a set of actions.

 

Develop the more promising actions into tangible plans.

• From all of the possible alternatives, select a few that seem most promising.
• Which options can you most realistically implement?
• What has the biggest upside?
• Develop the actions from the first step into concrete plans.

 

Evaluate the likely results of these plans.

• What is the likely result of each plan?
• What metrics can be used to measure success?
• How speculative are these estimates?
• Evaluate the results of each plan based on these questions, so that they can be compared to each other.

 

Select the plan with the best result.

• Compare the evaluations of the plans you have developed.
• Which one is best, based on various metrics?
• Select the one that has the best result overall.
• This is your Best Alternative to a Negotiated Agreement, your BATNA.

What this looks like in practice:

• With a spider map (like the one below) you can rapidly generate ideas and complete some light development as you brainstorm.
• Once you have your ideas recorded, let the spider map sit overnight and review the alternatives with fresh eyes the next day.
• Find a trusted advisor, mentor, or coworker, and look at the options you think are best.

In negotiation theory, the best alternative to a negotiated agreement or BATNA is the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached. ... BATNA is the key focus and the driving force behind a successful negotiator.

Best alternative to a negotiated agreement. Yes, I am familiar with the term, and approach business from a win-win perspective, especially in negotiated settings. 

 

Sorry i am not familiar with this strategy.