0 saved
11.8K views
Use this model to frame and inform your negotiation strategy.
Best Alternative to a Negotia ... Lorem ipsum dolor sit amet, consectetur adipiscing elit. Sed tamen enitar et, si minus multa mihi occurrent, non fugiam ista popularia. Fatebuntur Stoici haec omnia dicta esse praeclare, neque eam causam Zenoni desciscendi fuisse. Isto modo ne improbos quidem, si essent boni viri. Iubet igitur nos Pythius Apollo noscere nosmet ipsos. Duo Reges: constructio interrete. Haec bene dicuntur, nec ego repugno, sed inter sese ipsa pugnant. Illum mallem levares, quo optimum atque humanissimum virum, Cn. Ab hoc autem quaedam non melius quam veteres, quaedam omnino relicta. At enim sequor utilitatem. Quae quo sunt excelsiores, eo dant clariora indicia naturae. Quid enim de amicitia statueris utilitatis causa expetenda vides. Ut in geometria, prima si dederis, danda sunt omnia. Ut pulsi recurrant? Rapior illuc, revocat autem Antiochus, nec est praeterea, quem audiamus. Bork Quis istud possit, inquit, negare? Sint modo partes vitae beatae. Ex quo illud efficitur, qui bene cenent omnis libenter cenare, qui libenter, non continuo bene. Summum a vobis bonum voluptas dicitur. Quid ergo aliud intellegetur nisi uti ne quae pars naturae neglegatur? Inde igitur, inquit, ordiendum est. Aeque enim contingit omnibus fidibus, ut incontentae sint. Ita redarguitur ipse a sese, convincunturque scripta eius probitate ipsius ac moribus. Quaeque de virtutibus dicta sunt, quem ad modum eae semper voluptatibus inhaererent, eadem de amicitia dicenda sunt. Aut, Pylades cum sis, dices te esse Orestem, ut moriare pro amico? Bork Ita nemo beato beatior. Qui enim voluptatem ipsam contemnunt, iis licet dicere se acupenserem maenae non anteponere. Quid igitur dubitamus in tota eius natura quaerere quid sit effectum? Curium putes loqui, interdum ita laudat, ut quid praeterea sit bonum neget se posse ne suspicari quidem.
- 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. Sin autem eos non probabat, quid attinuit cum iis, quibuscum re concinebat, verbis discrepare? Nihil enim iam habes, quod ad corpus referas; Stuprata per vim Lucretia a regis filio testata civis se ipsa interemit. Nullum inveniri verbum potest quod magis idem declaret Latine, quod Graece, quam declarat voluptas. Dici enim nihil potest verius. Aliter enim nosmet ipsos nosse non possumus. Sin tantum modo ad indicia veteris memoriae cognoscenda, curiosorum. Duo Reges: constructio interrete.
Verum hoc idem saepe faciamus. Ab hoc autem quaedam non melius quam veteres, quaedam omnino relicta. Optime, inquam.
Quid de Platone aut de Democrito loquar? Quae sequuntur igitur? Diodorus, eius auditor, adiungit ad honestatem vacuitatem doloris. Satisne ergo pudori consulat, si quis sine teste libidini pareat? Quod cum dixissent, ille contra. Quis Aristidem non mortuum diligit? Nunc omni virtuti vitium contrario nomine opponitur. At miser, si in flagitiosa et vitiosa vita afflueret voluptatibus.
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.