NEGOTITATOR

Commonly referred to by its acronym Batna
How does the personal match your realistic alternatives? The more attractive your alternatives to the proposal agreement the more power you have. The fewer your alternatives, and the less attractive they are compared with the results of negotiation, the less power you have.

The following will help to develop your Batna.

• List anything you could conceivably do if you fail to reach an acceptable agreement
• Convert the most promising alternatives into practical options
• Select your single best options.
• Judge your single best option.