{
  "schema": "vedokrok.public-item.v1",
  "release_id": "MHC-RPUB-20260920-75ad787a",
  "url": "/knowledge/improve-the-alternative-before-bargaining-harder",
  "id": "MHC-D-RESEARCH-0324",
  "version": "0.1.0",
  "title": "Improve the alternative before bargaining harder",
  "summary": "Sometimes the strongest negotiation move happens away from the table.",
  "kind": "heuristic",
  "body": "Ask what can make your best no-deal option more real or more valuable before spending more energy on persuasion. Gather another quote, preserve another supplier, apply for another role, clarify an internal fallback or remove a dependency. A stronger alternative reduces pressure to accept terms that fail your own constraints.",
  "limits": [
    "Do not manufacture false alternatives or use deceptive threats; the value comes from a real fallback."
  ],
  "topics": [
    "union-negotiation-deal-design"
  ],
  "intents": [],
  "source_ids": [
    "RS-AD8C9A4D5490AE7D"
  ],
  "evidence": [
    {
      "claim": "The Program on Negotiation explicitly asks negotiators how they can strengthen their BATNA before or during preparation.",
      "source_id": "RS-AD8C9A4D5490AE7D",
      "role": "supports",
      "note": "Strengthening alternatives must remain ethical, lawful and consistent with relationship or organizational constraints.",
      "locator": "Question 9"
    }
  ],
  "use_when": [
    "Your leverage feels weak because the current negotiation is your only workable path."
  ],
  "avoid_when": [
    "Do not manufacture false alternatives or use deceptive threats; the value comes from a real fallback."
  ],
  "example": "Before renegotiating a software contract, obtain a credible migration estimate from an alternative provider.",
  "check": "Your no-deal option becomes measurably more available, better understood or less costly.",
  "sources": [
    {
      "id": "RS-AD8C9A4D5490AE7D",
      "title": "A Negotiation Preparation Checklist",
      "url": "https://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiation-preparation-checklist/"
    }
  ],
  "relations": [
    {
      "from": "MHC-D-RESEARCH-0324",
      "to": "MHC-D-RESEARCH-0323",
      "type": "useful_with",
      "url": "/knowledge/write-the-alternative-before-you-negotiate"
    }
  ],
  "collections": [
    {
      "id": "RC-4FEE20A8D0BD67A8",
      "title": "Prepare the walk-away, then negotiate the whole package",
      "url": "/collections/prepare-the-walk-away-then-negotiate-the-whole-package"
    }
  ]
}