0 saved
8.4K views
Use this model to frame and inform your negotiation strategy.
Best Alternative to a Negotia ... Lorem ipsum dolor sit amet, consectetur adipiscing elit. Est tamen ea secundum naturam multoque nos ad se expetendam magis hortatur quam superiora omnia. Cupiditates non Epicuri divisione finiebat, sed sua satietate. Ergo illi intellegunt quid Epicurus dicat, ego non intellego? Causa autem fuit huc veniendi ut quosdam hinc libros promerem. Mihi vero, inquit, placet agi subtilius et, ut ipse dixisti, pressius. Parvi enim primo ortu sic iacent, tamquam omnino sine animo sint. Quid turpius quam sapientis vitam ex insipientium sermone pendere? Nunc ita separantur, ut disiuncta sint, quo nihil potest esse perversius. Quacumque enim ingredimur, in aliqua historia vestigium ponimus. Multoque hoc melius nos veriusque quam Stoici. Pudebit te, inquam, illius tabulae, quam Cleanthes sane commode verbis depingere solebat. Eadem nunc mea adversum te oratio est. Quod si ita se habeat, non possit beatam praestare vitam sapientia. Duo Reges: constructio interrete. Bork Quae contraria sunt his, malane? Nosti, credo, illud: Nemo pius est, qui pietatem-; Deque his rebus satis multa in nostris de re publica libris sunt dicta a Laelio. Num igitur eum postea censes anxio animo aut sollicito fuisse? Sed vobis voluptatum perceptarum recordatio vitam beatam facit, et quidem corpore perceptarum. Unum est sine dolore esse, alterum cum voluptate.
- Know your exact BATNA.
Create a list of actions you can take if no agreement is reached and choose the m ...
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Sed ut iis bonis erigimur, quae expectamus, sic laetamur iis, quae recordamur. Collige omnia, quae soletis: Praesidium amicorum. Si alia sentit, inquam, alia loquitur, numquam intellegam quid sentiat; Magni enim aestimabat pecuniam non modo non contra leges, sed etiam legibus partam. Duo Reges: constructio interrete. Unum nescio, quo modo possit, si luxuriosus sit, finitas cupiditates habere. Ut nemo dubitet, eorum omnia officia quo spectare, quid sequi, quid fugere debeant? Nec tamen ullo modo summum pecudis bonum et hominis idem mihi videri potest. Quod autem ratione actum est, id officium appellamus. Facile est hoc cernere in primis puerorum aetatulis.
Si enim ad populum me vocas, eum. Ne in odium veniam, si amicum destitero tueri. Quae contraria sunt his, malane? Vestri haec verecundius, illi fortasse constantius. An quod ita callida est, ut optime possit architectari voluptates?
Eam tum adesse, cum dolor omnis absit; A primo, ut opinor, animantium ortu petitur origo summi boni. Immo videri fortasse. An dubium est, quin virtus ita maximam partem optineat in rebus humanis, ut reliquas obruat? Sed fortuna fortis; Et ille ridens: Video, inquit, quid agas;
Your BATNA's strength can easily be affected by unexpected changes in conditions. At the same time, determining BATNAs for you and your counterparty is difficult due to subjectivity, as we have a tendency to overestimate the strength of our BATNA and to underestimate the strength of the other side's BATNA.
Other factors influencing BATNA, like relationship value and the likelihood of the other party maintaining their side of the bargain are also difficult to value and measure in a quantifiable manner.
Finally, using BATNA as a mental model to assist in negotiations should not be counterposed to developing rapport, active listening and other methods to connect and find potential win-win options.
The Brexit BATNA.
In August 2018 British Prime Minister Theresa May revealed a plan of contingency for exiting the European Union (E.U.) if the so-called Brexit negotiations ended in an impasse, revealing the Government’s BATNA to quell the public’s fears.
Salary negotiation.
In a salary negotiation, the employee might have a basic BATNA of their current salary, assuming that the negotiation will not end with them losing their job. They might increase this by applying for an alternative position with a higher salary, which will become their new BATNA. In such a case, it is not a like for like comparison so the BATNA might become difficult to assess. For the company, they must consider the cost of losing the staff member if they do not meet their expectations. Again this cost is hard to measure.
BATNA is a fundamental mental model in negotiation theory.
Use the following examples of connected and complementary models to weave BATNA into your broader latticework of mental models. Alternatively, discover your own connections by exploring the category list above.
Connected models:
- WATNA: the worst alternative to a negotiated agreement is the other side of this equation.
- Opportunity cost: BATNA is essentially the same as opportunity cost, applied to the specific purpose of negotiations.
Complementary models:
- Porter's five forces: particularly as it relates to the bargaining power of suppliers.
- Non-violent communication: challenges this model in attempting to find a win-win alternative.
- Cialidini’s six principles of persuasion: a powerful option used in conjunction with any negotiation process.
- Mutually assured destruction: where the BATNAs result in disaster for both parties, negotiation becomes an imperative.
- Cost-benefit analysis: in considering BATNA.
- Sunk cost fallacy: to support walking away from a protracted, even expensive negotiation.
BATNA was created by negotiation researchers Roger Fisher and William Ury of the Harvard Program on Negotiation and presented in their fundamental 1981 book Getting to Yes: Negotiating Without Giving In.
My Notes
Oops, That’s Members’ Only!
Fortunately, it only costs US$5/month to Join ModelThinkers and access everything so that you can rapidly discover, learn, and apply the world’s most powerful ideas.
ModelThinkers membership at a glance:
“Yeah, we hate pop ups too. But we wanted to let you know that, with ModelThinkers, we’re making it easier for you to adapt, innovate and create value. We hope you’ll join us and the growing community of ModelThinkers today.”
You Might Also Like:
- Actionable summaries of the world's most powerful ideas.
Subscribe now and download this practical guide to transform your thinking, plus recieve one short, powerful and actionable idea in your inbox each month.