Your power in a negotiation is mostly what you can do if you say no.
Direct answer
BATNA is your best alternative if you do not reach an agreement. Knowing it tells you the lowest deal worth accepting and gives you confidence to walk away. Improve it by developing options before you negotiate, such as a second job offer or another supplier.
How to work it out
- List what you could do if talks fail.
- Estimate the value of each.
- Pick the best one. That is your BATNA.
- Compare any offer against it.
Example
You have a job offer at 50,000 and another at 55,000. Your BATNA for the first is 55,000, so you need a better offer than that to accept the first.
Tips
- Think about the other side's BATNA too.
- Do not reveal a weak BATNA.
Where Teyro fits
Teyro's How to Handle Difficult Negotiations course turns this into short lessons you can play in a few minutes a day. It has 50 lessons, and you can start free.
The bottom line
The better your alternatives, the stronger your position.
