What is BATNA?
BATNA is an acronym that stands for Best Alternative To a Negotiated Agreement. It is defined as the most advantageous alternative that a negotiating party can take if negotiations fail and an agreement cannot be made. In other words, a party’s BATNA is what a party’s alternative is if negotiations are unsuccessful. The term BATNA was originally used by Roger Fisher and William Ury in their 1981 book entitled “Getting to Yes: Negotiating Without Giving In.”
What is a BATNA example?
Example of BATNA
If we assume that Tom can sell his car to someone else for $8,000, then $8,000 is Tom’s BATNA. In such a scenario, an agreement will not be made, as Tom is only willing to sell for a minimum of $8,000, while Colin is only willing to purchase at a maximum of $7,500.
What is BATNA in negotiation example?
A bad BATNA is also known as a WATNA, or worst alternative to a negotiated agreement. Telling a supplier, for example, that you dumped your last partner and are desperate to do a new deal is a surefire way to ensure the supplier will highball you on price and resist compromising.
How do you identify a BATNA?
Determining Your BATNA
- develop a list of actions you might conceivably take if no agreement is reached;
- improve some of the more promising ideas and convert them into practical options; and.
- select, tentatively, the one option that seems best. 
Is there always a BATNA?
You always have a BATNA, or plan B, during negotiation in business. Chances are, you’ve practiced negotiation in business at one point or another. A Negotiation Briefings reader asked if it was possible to have a negotiation without a best alternative to a negotiated agreement, or BATNA.
How can I improve my BATNA?
So here are 5 things you need to do BEFORE you enter your next negotiation to create your power-levelling BATNA.
- Define your intent clearly. Understand EXACTLY what you are trying to achieve. …
- Brainstorm alternatives. …
- Secure contingency commitment. …
- Get stakeholder agreement. …
- Figure out your counterpart’s BATNA.
Why is ZOPA important?
In order to reach an agreement successfully, negotiating parties must understand one another’s needs, values and interests. A ZOPA can only exist if there is some overlap between what all parties are willing to accept from a deal.
What is BATNA and WATNA in negotiation?
BATNA stands for ‘Best Alternative to Negotiated Agreement’ and WATNA stands for ‘Worst Alternative to Negotiated Agreement’, first conceived by Roger Fisher and William Ury in 1981.
How do you determine BATNA and ZOPA?
BATNA analysis helps you determine each party’s reservation point, or walk away point, in your negotiation. If there is a set of resolutions that both parties would prefer over the impasse, then a ZOPA exists, and it would be optimal for you to reach a settlement.
How do you negotiate with no BATNA?
pdf ) think about and then list each of your alternatives should you not be able to resolve the matter quickly and easily; carefully evaluate each of those alternatives, placing a monetary value or cost on each one; choose the course of action that you believe will provide the highest value for you; that will be your …
What is the difference between BATNA and WATNA?
Defining BATNA and WATNA
As stated above, BATNA stands for the best alternative to a negotiated agreement, and WATNA stands for the worst alternative to a negotiated agreement. These are alternatives that a party will have if the negotiations are not successful.
What is ZOPA in negotiation?
The Zone of Possible Agreement, or ZOPA, is the range in a negotiation in which two or more parties can find common ground. Here, the negotiating parties can work toward a common goal and reach a potential agreement that incorporates at least some of the other’s ideas.
Can you change your BATNA?
Two (or More) BATNAs Are Better than One. You may think you’ve identified a strong BATNA, but keep in mind that it’s subject to change. … Don’t Let Them Diminish Your BATNA. If your counterpart does have a sense of your BATNA, don’t be surprised if he tries to diminish its value, even if it’s very strong.
What are the 4 steps of getting to yes?
4 principles for Getting to Yes
- separate the people from the problem;
- focus on interests rather than positions;
- generate a variety of options before settling on an agreement;
- insist that the agreement be based on objective criteria.
What is negative ZOPA?
A ZOPA exists if there is an overlap between each party’s reservation price (bottom line). A negative bargaining zone is when there is no overlap. With a negative bargaining zone both parties may (and should) walk away.
Who invented ZOPA?
A phrase made famous by Roger Fisher and William Ury, ZOPA stands for Zone of Possible Agreement. (Fisher and Ury co-authored Getting to Yes: Negotiating Without Giving In.) Another way to describe it is identifying the bargaining range or the field of play in which the two parties are about to enter.
What is RV in negotiation?
“Reservation Value” is the least favorable point at which one will accept a negotiated agreement. For example, for a seller, this means the minimum amount they would be prepared to accept, while for a buyer it would mean the maximum that they would be prepared to pay. … For example, imagine you are selling your car.