0 saved
11.5K views
Use this model to frame and inform your negotiation strategy.
Best Alternative to a Negotia ... Lorem ipsum dolor sit amet, consectetur adipiscing elit. Amicitiae vero locus ubi esse potest aut quis amicus esse cuiquam, quem non ipsum amet propter ipsum? Quae cum dixisset paulumque institisset, Quid est? Quasi ego id curem, quid ille aiat aut neget. Duo Reges: constructio interrete. Duo enim genera quae erant, fecit tria. Bork Sin laboramus, quis est, qui alienae modum statuat industriae? Idem iste, inquam, de voluptate quid sentit? Nam neque virtute retinetur ille in vita, nec iis, qui sine virtute sunt, mors est oppetenda. Nos vero, inquit ille; Restatis igitur vos; Potius ergo illa dicantur: turpe esse, viri non esse debilitari dolore, frangi, succumbere. Tecum optime, deinde etiam cum mediocri amico. Isto modo ne improbos quidem, si essent boni viri. Quae quidem sapientes sequuntur duce natura tamquam videntes; Cenasti in vita numquam bene, cum omnia in ista Consumis squilla atque acupensere cum decimano. Istic sum, inquit. Nihil enim iam habes, quod ad corpus referas; Sed eum qui audiebant, quoad poterant, defendebant sententiam suam. Quae sunt igitur communia vobis cum antiquis, iis sic utamur quasi concessis;
- 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. Quis enim potest ea, quae probabilia videantur ei, non probare? Sit enim idem caecus, debilis. Quis animo aequo videt eum, quem inpure ac flagitiose putet vivere? Duo Reges: constructio interrete. Non laboro, inquit, de nomine. Quare attendo te studiose et, quaecumque rebus iis, de quibus hic sermo est, nomina inponis, memoriae mando; Nihil sane.
Nec mihi illud dixeris: Haec enim ipsa mihi sunt voluptati, et erant illa Torquatis. Hoc ne statuam quidem dicturam pater aiebat, si loqui posset. Sed quanta sit alias, nunc tantum possitne esse tanta. Atque his de rebus et splendida est eorum et illustris oratio. Experiamur igitur, inquit, etsi habet haec Stoicorum ratio difficilius quiddam et obscurius. Ita relinquet duas, de quibus etiam atque etiam consideret. Non dolere, inquam, istud quam vim habeat postea videro; Hanc in motu voluptatem -sic enim has suaves et quasi dulces voluptates appellat-interdum ita extenuat, ut M. Et hi quidem ita non sola virtute finem bonorum contineri putant, ut rebus tamen omnibus virtutem anteponant;
Bona autem corporis huic sunt, quod posterius posui, similiora. Claudii libidini, qui tum erat summo ne imperio, dederetur. Ad corpus diceres pertinere-, sed ea, quae dixi, ad corpusne refers? Ita fit beatae vitae domina fortuna, quam Epicurus ait exiguam intervenire sapienti. Certe, nisi voluptatem tanti aestimaretis. Qui autem de summo bono dissentit de tota philosophiae ratione dissentit. Ergo illi intellegunt quid Epicurus dicat, ego non intellego? Quod dicit Epicurus etiam de voluptate, quae minime sint voluptates, eas obscurari saepe et obrui.
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.