Be a better negotiator by having a “BATNA” - Deepstash

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Be a better negotiator by having a “BATNA”

Be a better negotiator by having a “BATNA”

qz.com

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BATNA (Best Alternative to a Negotiated Agreement)

Many negotiators worry about their BATNA - what they’re left with if a negotiation doesn’t work out.

BATNA is your default state. It is crucial to determine your leverage in life's most important negotiations, suc...

You always have a BATNA but must differentiate between not having a BATNA and not liking your BATNA.

For example, you may not wish to stay at your current job (your BATNA), but it may be best to keep looking for new opportunities until you find a better job offer. 

Your BATNA needs to be nurtured. 

If you seek a job, ensure you're networking and going to recruiting events. If you're looking for a supplier, talk to a good number that fits your broad criteria. 

Don’t lie when asked about your BATNA in a negotiation

If the other party ask you about your BATNA, don't lie. Don't claim you have offers you don't have. Instead, signal that you have a BATNA without revealing exact details.

Keep the focus on the current discussion and relationship. For example, “I have other interesting options, but I prefer ...

If you have multiple offers, don't play them off against one another. It is often shortsighted and can result in a worse outcome.

An exception may be where the price is the main term, such as a home sale.

Share your top choice and target terms

Telling your first choice they're Number One can promote goodwill and move the negotiation forward.

If you tell them they’re your top choice, and they agree to your terms, accept the offer on the spot. If they don't agree, let them know that you will think about it and weigh your BATNA, inc...

If a party makes an offer, thank them for it. If you have multiple offers, remind yourself how fortunate you are, and consider releasing some of them, so you don't waste other people's time.

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