BATNA: How to Work Out Your Walk-Away Position, With Business Examples
BATNA stands for best alternative to a negotiated agreement. It’s what you will do if the deal in front of you doesn’t happen, and it sets the point where walking away is better than agreeing. If an offer is better than your BATNA, it’s worth taking. If it’s worse, you’re better off with the alternative.
The term comes from Getting to Yes, the 1981 book by Roger Fisher and William Ury of the Harvard Negotiation Project, and the Program on Negotiation at Harvard Law School teaches it as part of preparing a negotiation.
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