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BATNA Preparation
Define your Best Alternative before negotiating so you never accept a deal worse than what you already have.
Goal
Identify your Best Alternative To a Negotiated Agreement (BATNA) so accept/reject becomes objective not emotional.
Steps
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1
Write the desired agreement: what terms do you want if everything goes perfectly?
Expected Outcome
Immediate
You enter negotiation with calm confidence because walking away is a calculated option, not a disaster.
Evidence base
School: Harvard Negotiation Project
Founders: Roger Fisher · William Ury (1981)
Coined by Roger Fisher and William Ury in Getting to Yes (1981) as part of principled negotiation in the Harvard Negotiation Project. BATNA is the most-taught concept in negotiation training worldwide.
Keywords
Frequently asked questions
How long does "BATNA Preparation" take?
This exercise takes about 20 minutes, practiced solo in a Written reflection format.
When will I notice the effect of "BATNA Preparation"?
You enter negotiation with calm confidence because walking away is a calculated option, not a disaster. In the short term: After 3-5 negotiations with this prep, your rate of satisfying outcomes rises 40-60%.
Is "BATNA Preparation" evidence-based?
Yes — it draws on Harvard Negotiation Project (Roger Fisher, William Ury (1981)). Coined by Roger Fisher and William Ury in Getting to Yes (1981) as part of principled negotiation in the Harvard Negotiation Project. BATNA is the most-taught concept in negotiation training worldwide.
Is "BATNA Preparation" suitable for beginners?
Its difficulty level is: Intermediate. No external tools required — it can be practiced directly inside the app.
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