Batna stands for best alternative to a negotiated agreement 大概意思是，如果在谈判过程中，对方开出的最终条件比我不做这笔生意. In negotiation theory, the best alternative to a negotiated agreement or batna is the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached. What is your batna (best alternative to a negotiated agreement) complete the self assessment, on your own or with a team in a workshop setting use the workbook together with the self assessment requirements spreadsheet. The best alternative to a negotiated agreement (batna) is a concept that bruce patton, roger fisher and william ury introduced in their book, getting to yes negotiators' batna is the fallback alternative they pursue if the current negotiation results in an impasse. Best alternative to a negotiated agreement i believe it is a wise negotiator that always has a clearly defined batna before beginning the writing of or the evaluation of a proposal.
As most business negotiators are already aware, batna is an acronym for (best alternative to a negotiated agreement)however, it should be made clear at the outset that batna is not the so called bottom line that negotiators perceive as the means to guard themselves against reaching agreements where they give too much or receive too little. Batna or best alternative to a negotiated agreement is the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached batna can be explained with the following example. Batna (best alternative to a negotiated agreement) is a term developed by roger fisher and william ury of the harvard negotiation project in the absence of a deal, it is the preferred course of action you should take. In divorce mediation, when someone examines his or her batna (best alternative to a negotiated agreement) they are looking at both the best and worst outcomes if their dispute were to be decided by a.
This article is within the scope of wikiproject business, a collaborative effort to improve the coverage of business articles on wikipedia if you would like to participate, please visit the project page, where you can join the discussion and see a list of open tasks. Each of these alternative paths has its' own best and worst outcomes parties may wish to analyze the outcomes possible along more than one alternative path, depending upon which strategies they might realistically pursue separate from negotiation with the other party. 9/24/15, 7:02 pm best alternative to a negotiated agreement (batna) page 2 of 5 the reason you negotiate is to produce something better than the results you can obtain without negotiating. He acronym for best alternative to a negotiated agreement knowing your batna means knowing the options of what you will do or what will happen if you do not reach agreement in the negotiation at hand. Since the plaintiff might get a verdict of $1 million given the facts in this case, it is absolutely impossible for $100,000 to be her best alternative to a negotiated agreement as you suggest there is no possible way that $1 million = $100,000.
Batna is a term coined by roger fisher and william ury in their 1981 bestseller, getting to yes: negotiating without giving in1 it stands for best alternative to a negotiated agreement batnas are critical to negotiation because you cannot make a wise decision about whether to accept a negotiated agreement unless you know what your. Once negotiations get going, it's easy to fall in love with making a deal, so it's important for negotiators to keep their alternatives in mind the better your alternatives the more you can expect from the negotiation. A term used by negotiators to describe the best option available to their side if negotiations fail the term batna was coined by roger fisher and william ury in their book getting to yes: negotiating without giving in. Best alternative to the negotiated agreement (batna) batna is a decision alternative , which the negotiator can achieve if the negotiation fails it is an alternative which is available and can be selected independently of the result of the negotiation.
Bill ury call this your batna, your best alternative to a negotiated agreement economists call this your reservation value in the examples we used so far, the idea of reservation value has been so. Best alternative to a negotiated agreement (batna) though he didn't use the acronym, herb kelman explains how batnas caused oslo to break down larry susskind talks about conflict assessment and option identification. Batna — best alternative to a negotiated agreement — is a negotiator's term it is not synonymous with your bottom line, which, according to negotiation expert david venter, refers to the worst possible outcome that a negotiator might accept .
Negotiations: the batna batna - best alternative having available options during a negotiation is a good alternative which empowers you with the confidence to either reach a mutually satisfactory agreement, or walk away to a better alternative. Batna is the best way for you in case of not reaching a deal, batna is based on your target and it needs some search for your alternatives, generally your force level in negotiation is depending on your batna strength. Selling a couch benefits of a batna unlike a bottom line, which only sets a limit on a negotiation, your batna provides alternatives it is the safety net in place if negotiations collapse or an ideal outcome is not achievable.
A batna is the alternative that lets you walk away from an unfavourable deal the batna is your alternative when you can't get to your minimum position you need to plan your batna carefully, because you will be walking away from the negotiations if you can't better it even by the slightest margin. Negotiation: best alternative to a negotiated agreement (batna) and nash's game theory most of us have seen the film, a beautiful mind about john nash's life, but few people make. What is batna batna is an acronym that stands for best alternative to a negotiated agreementit is defined as the most advantageous alternative that a negotiating party can take if negotiations fail and an agreement cannot be made. A best alternative to a negotiated agreement (batna) is the course of action that a party engaged in negotiations will take if talks fail and no agreement can be reached.