Wednesday, March 17, 2010

What is BATNA?

BATNA is the acronym for "Best Alternative to a Negotiated Agreement." Knowing your BATNA means knowing what you will do or what will happen if you do not reach agreement in the negotiation at hand.

For example, if you are negotiating with a potential client about a month-long consulting assignment, your BATNA might be to spend the month developing marketing materials for other potential clients, which is likely to be more profitable.

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