Based On Negotiated Agreement
BATNA is a term coined by Roger Fisher and William Ury in their 1981 bestseller Getting to Yes: Negotiating Without Giving In.  It means “Best ALTERNATIVE TO a negotiated agreement.” In other words, it`s the best thing you can do when the other person refuses to negotiate with you – when they tell you you`re jumping into a lake! or “Go lost! So it`s not necessarily your ideal result – unless your ideal result is something you can get without the other person`s cooperation. It`s the best thing you can do without yourself. As noted in the example above, it is important to have an optimal alternative to a negotiated agreement before negotiations begin. If Colin had not had a BATNA, Tom would have had more bargaining powerThe bargaining power of buyers, one of the strengths of Porters` industry analysis framework, refers to the pressure that customers/consumers can exert. Know BATNA colins is at 7500 $US, the highest price that Tom would be able to sell his car to Colin for $7,500. Fisher and Ury propose a job search as a fundamental example of the determination of a BATNA. If you don`t receive an attractive job offer from Company X by the end of the month, what will you do? The invention of options is the first step towards defining your BATNA. Did you have to take another job? Are you looking at another city? Going back to school? If the offer you expect is in New York, but you had also considered Denver, then try to turn that other interest into a job offer, even there. With a job offer on the table in Denver, you`ll be better equipped to evaluate the New York offer when it`s made. Finally, you have to choose your best alternative if you don`t get an agreement with the New York company.
What realistic options would you really want to follow if you don`t receive the job offer in New York? According to Adam D. Galinsky, a negotiating researcher, and Joe C. Magee of New York University, BATNA`s negotiations involve negotiating conduct that knows its best alternatives to a negotiated agreement and is one of the three sources of bargaining power at the negotiating table. … Read more On how David Cameron`s Conservative government`s plans to leave the eurozone are wrapping EU ministers in negotiations with a weak alternative to a negotiated deal. … Read more When Time Warner Cable reported a huge quarterly loss of television subscribers, the largest in its history, the bad news was attributed in large part to a standoff with CBS television on charges, which blacked out CBS`s time from millions of homes in the summer of 2013. The final agreement of the parties was seen as a victory for CBS, which got a promise of significantly higher fees for its programming in obscure cities, about $1 per subscriber to $2, as well as digital rights to sell its content to web distributors like Netflix.
If the best alternative to Tom`s deal is to sell the car to a dealership, which would offer him $6,000, then both parties can agree because Tom`s reservation point would be $6,000. In the situation described, the diagram would look like this: What can you do to protect a negotiation from spoilers? The greatest risk of negotiation may come from the parties around the table who want to spoil the agreement. Spoilers are parties to the negotiations who believe that the agreement will threaten their power and interests, and thus spoil the negotiations. Some spoilers have … The appeal of EATNA often leads to last-minute negotiations, especially when many parties are involved.