BATNA (Best Alternative to a Negotiated Agreement)
The most advantageous course of action a party can take if negotiations fail and an agreement cannot be reached.
- Concept: Developed by Fisher and Ury in “Getting to Yes.”
- Power: Your BATNA is your source of power. If you have a strong alternative, you can walk away from a bad deal.
- Dynamic: Always try to improve your BATNA before and during a negotiation.