Good Morning,
My current read is the classic “Getting to Yes: Negotiating Agreement Without Giving In” by Roger Fisher, William Ury and Bruce Patton (http://www.amazon.com/Getting-Yes-Negotiating-Agreement-Without/dp/B001TI3OFA/ref=sr_1_3?ie=UTF8&s=books&qid=1253065312&sr=8-3). In this book, you find ways to create Win-Win situations in negotiations. Much of this material has been used in many other books and fields; it is truly one of the greats.
While this book is on Negotiating, it really covers many aspects of our lives. We tend to negotiate every day, often many times with different people. We negotiate with our kids, until the ultimatums come, and we negotiate with our co-workers, in our meetings, and with customers. The tools in this book truly have value in our every day lives.
One section of the book talks about a concept called the BATNA. This acronym stands for the ‘Best Alternative To a Negotiated Agreement’. It takes a bit getting used to this acronym, but it has so much value.
The BATNA is the best alternative we have should no negotiation be possible. That is, what is the worst that can happen should they say no?
Knowing what would be our BATNA ahead of time in any negotiation or dealings with others can help us in many ways.
- If the BATNA is not that bad, then our need to negotiate becomes less critical, that is, we are less desperate.
- If the BATNA is better than anything we can get from a deal with others, then we don’t have to negotiate at all.
- If the BATNA is horrible, then we know what we are working to avoid.
- If the other person’s BATNA is horrible, then we know we are on better footing in any negotiations.
In other words, knowing what would most likely be the outcome of any negotiation should no agreement be made helps us put our options in much better perspective.
With a better perspective we can make more intelligent decisions in how we embrace different situations we encounter daily.
When you prepare for any meeting and get a feel for your BATNA. Should the discussions or negotiations not go your way, you already have Plan B primed and ready.
Enjoy!
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