Use this model to frame and inform your negotiation strategy.
Best Alternative to a Negotia ... Lorem ipsum dolor sit amet, consectetur adipiscing elit. Quae diligentissime contra Aristonem dicuntur a Chryippo. Nam illud vehementer repugnat, eundem beatum esse et multis malis oppressum. Dici enim nihil potest verius. Ait enim se, si uratur, Quam hoc suave! dicturum. Atqui haec patefactio quasi rerum opertarum, cum quid quidque sit aperitur, definitio est. Quid, cum fictas fabulas, e quibus utilitas nulla elici potest, cum voluptate legimus? Ait enim se, si uratur, Quam hoc suave! dicturum. Quos nisi redarguimus, omnis virtus, omne decus, omnis vera laus deserenda est. Haec dicuntur inconstantissime. Nihil minus, contraque illa hereditate dives ob eamque rem laetus. At hoc in eo M. Nos cum te, M. Duo Reges: constructio interrete. Quantum Aristoxeni ingenium consumptum videmus in musicis? Quae si potest singula consolando levare, universa quo modo sustinebit? Vide, quantum, inquam, fallare, Torquate. Cum salvum esse flentes sui respondissent, rogavit essentne fusi hostes. Nondum autem explanatum satis, erat, quid maxime natura vellet. Venit ad extremum; Quid censes in Latino fore?
- Know your exact BATNA.
Create a list of actions you can take if no agreement is reached and choose the m ...
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Duo Reges: constructio interrete. Maximus dolor, inquit, brevis est. Id est enim, de quo quaerimus. Istam voluptatem perpetuam quis potest praestare sapienti?
Atque haec coniunctio confusioque virtutum tamen a philosophis ratione quadam distinguitur. Tu enim ista lenius, hic Stoicorum more nos vexat. Quamquam non negatis nos intellegere quid sit voluptas, sed quid ille dicat. Primum cur ista res digna odio est, nisi quod est turpis? Et hanc quidem primam exigam a te operam, ut audias me quae a te dicta sunt refellentem.
Illud dico, ea, quae dicat, praeclare inter se cohaerere. Tenent mordicus. Erit enim mecum, si tecum erit. Qua tu etiam inprudens utebare non numquam. Sed id ne cogitari quidem potest quale sit, ut non repugnet ipsum sibi. Venit ad extremum;
Your BATNA's strength can easily be affected by unexpected changes in conditions. At the same time, determining BATNAs for you and your counterparty is difficult due to subjectivity, as we have a tendency to overestimate the strength of our BATNA and to underestimate the strength of the other side's BATNA.
Other factors influencing BATNA, like relationship value and the likelihood of the other party maintaining their side of the bargain are also difficult to value and measure in a quantifiable manner.
Finally, using BATNA as a mental model to assist in negotiations should not be counterposed to developing rapport, active listening and other methods to connect and find potential win-win options.
The Brexit BATNA.
In August 2018 British Prime Minister Theresa May revealed a plan of contingency for exiting the European Union (E.U.) if the so-called Brexit negotiations ended in an impasse, revealing the Government’s BATNA to quell the public’s fears.
Salary negotiation.
In a salary negotiation, the employee might have a basic BATNA of their current salary, assuming that the negotiation will not end with them losing their job. They might increase this by applying for an alternative position with a higher salary, which will become their new BATNA. In such a case, it is not a like for like comparison so the BATNA might become difficult to assess. For the company, they must consider the cost of losing the staff member if they do not meet their expectations. Again this cost is hard to measure.
BATNA is a fundamental mental model in negotiation theory.
Use the following examples of connected and complementary models to weave BATNA into your broader latticework of mental models. Alternatively, discover your own connections by exploring the category list above.
Connected models:
- WATNA: the worst alternative to a negotiated agreement is the other side of this equation.
- Opportunity cost: BATNA is essentially the same as opportunity cost, applied to the specific purpose of negotiations.
Complementary models:
- Porter's five forces: particularly as it relates to the bargaining power of suppliers.
- Non-violent communication: challenges this model in attempting to find a win-win alternative.
- Cialidini’s six principles of persuasion: a powerful option used in conjunction with any negotiation process.
- Mutually assured destruction: where the BATNAs result in disaster for both parties, negotiation becomes an imperative.
- Cost-benefit analysis: in considering BATNA.
- Sunk cost fallacy: to support walking away from a protracted, even expensive negotiation.
BATNA was created by negotiation researchers Roger Fisher and William Ury of the Harvard Program on Negotiation and presented in their fundamental 1981 book Getting to Yes: Negotiating Without Giving In.
Oops, That’s Members’ Only!
Fortunately, it only costs US$5/month to Join ModelThinkers and access everything so that you can rapidly discover, learn, and apply the world’s most powerful ideas.
ModelThinkers membership at a glance:
“Yeah, we hate pop ups too. But we wanted to let you know that, with ModelThinkers, we’re making it easier for you to adapt, innovate and create value. We hope you’ll join us and the growing community of ModelThinkers today.”