Question

What is the primary strategic benefit of entering a negotiation with a clearly defined BATNA (best possible alternative to a negotiable agreement)? What are some possible emotional benefits of having a BATNA in place? Discuss in detail, please.

Answer 1

BATNA which is the best possible alternative to a negotiable agreement , is the best alternative available for us if the negotiation fails. It is always important to know our BATNA in the situation so that we can make the best argument during the negotiation. The primary strategic benefit of this is that we know what is the best solution and hence the chances of us losing the negotiation would be low and we would also be able to take the best option . Other than this strategic benefit, having a BATNA helps us look at the situation in complete understanding and helps us in taking the negotiation in a more stable and confident manner. Our decision making capacity improves as we already know the best alternative and the decision we take in the negotiation must not be worst than that alternative. As we have a reference point in BATNA , we appear more confident in the negotiation which would make the opposition rethink their decisions. We can also estimate the best possible argument of our opposition with the help of our BATNA and use it in the negotiation process. Hence BATNA not only makes our strategy efficient but also helps us face the situation emotionally .