Your BATNA Is Your Most Important Source of Power in Negotiation
If a negotiator has a great BATNA, negotiation is almost effortless. All she has to do is inform the other party about her alternatives and invite the other party to make an offer that is superior to her BATNA. Most of the time, however, people do not have a great BATNA—they have mediocre or lousy BATNAs. For this reason, we caution the negotiator to only reveal his BATNA if he is prepared for the other party to make an offer that is minimally superior to his BATNA, at best. It is imperative that negotiators attempt to cultivate and improve upon their BATNAs prior to negotiating. Negotiators who leverage their BATNAs will be the ones who reach settlement terms that are most favorable ...
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