Professional negotiators and researchers alike hail the BATNA (Best Alternative to a Negotiated Agreement, or “walk away” outcome) as a negotiator’s primary source of relative power. But relying on even the best of alternatives as leverage can be tricky business.
The Most Overused Negotiating Tactic Is Threatening to Walk Away
Focus on what you’ll both gain from making a deal.
September 18, 2017
Summary.
Professional negotiators and researchers alike hail the BATNA (Best Alternative to a Negotiated Agreement, or “walk away” outcome) as a negotiator’s primary source of relative power. But relying on even the best of alternatives as leverage can be tricky business. BATNAs help negotiators establish minimum or maximum thresholds beyond which a deal with a particular negotiator is of no value. In essence, they are a defense against an inferior agreement. They are not a way to reach fantastic agreements. You can do four things to improve your next negotiation: First, focus on your mutual dependence, not alternatives to an agreement. Second, find power in your context, not your feelings. Third, focus on learning, not on making the deal. Finally, treat the unknown as a place of hidden potential, not a frightening minefield.