A BATNA is not pre-packaged. A BATNA is the result of a two-step planning and preparation process. First, it is worth determining all the alternatives available. Then choose your most attractive and achievable alternative. Then you will evaluate the other negotiator`s alternatives realistically. These two steps are just as important. Find out which better alternative is stronger and more feasible. In the theory of negotiations, the best alternative to a negotiated agreement or BATNA (no deal option) refers to the most advantageous alternative that a party can take if negotiations fail and no agreement can be reached. WATNA (worst alternative to a negotiated agreement) is quite the opposite of this option. BATNA could include several situations, such as the suspension of negotiations, the transition to another negotiator, the appeal of the court`s judgment, the organization of strikes and the formation of other forms of alliances.  BATNA is the main concern and driving force of a successful negotiator. A party should generally not accept a resolution worse than its BATNA. However, it is important to ensure that transactions are accurately assessed, taking into account all considerations such as relational value, the present value of the money and the likelihood that the other party will live up to the bargain.
These other considerations are often difficult to assess because they are often based on uncertain or qualitative considerations and are not easily measurable and quantifiable. In this case, there is a potential agreement area — $6,000 to $7,500. Somewhere in this area, the two sides should be able to agree. “Don`t put all the eggs in one basket” is an old and proven proverb. For a negotiator, this old intelligent saying shows that at the end of the day, you can have a lazy market if you negotiate with another negotiating team. In fact, you can end up with no deal at all. They must have a strong alternative waiting in the wings to have the power to say “no.” How do you determine your best alternative to a negotiated agreement? First, dissect both your position and your negotiating interests. Then see the sum of these coins compared to all the alternative options available. Select the best option. Finally, do the opposite from the other side` point of view.
A well-prepared negotiator looks at the big picture in this way. In the diagram above, if Tom asks for a price in excess of $7,500, Colin will take his business elsewhere. In the example, we are not supplied with Tom`s BATNA. If Tom is expected to sell his car to someone else for $8,000, it is Tom`s BATNA. In such a scenario, no deal is reached, since Tom is only willing to sell for at least $8,000, while Colin is only willing to buy for a maximum of $7,500. Keywords: negotiating table, BATNA, batna definition, Batna negotiations, best alternative to a negotiated agreement, bruce patton, Dealmaking, always yes, always yes negotiation agreement, Guhan Subramanian, batna importance, in negotiations, negotiated agreement, negotiation agreement, negotiation, negotiation information letter, negotiating skills, negotiating strategy, negotiating table, negotiation theory, negotiator, Roger Fisher , ury, what is batna, what is batna , williamy If the best alternative to Tom`s agreement is the sale of the car to a car dealership that would offer him $6,000, then the two parties can agree because Tom`s booking point would be $6,000.