Protocol
Write the alternative before you negotiate
You negotiate differently when 'no deal' has an actual next step.
When it fits
- A negotiation matters enough that a bad agreement could feel easier than walking away.
When to avoid it
- A fantasy option is not a BATNA; verify availability and important constraints before relying on it.
Why it matters
Define your BATNA—the best realistic course you can take if this negotiation produces no acceptable agreement. Name the action, timing, dependencies and evidence that it is genuinely available. Compare any proposed deal with that alternative instead of comparing it with the discomfort of saying no.
Steps
- You can describe what you will do after walking away without using the phrase 'figure something out.'
An example
Before negotiating a project assignment, identify the best available alternative role or work arrangement you can actually pursue.
Check your result
You can describe what you will do after walking away without using the phrase 'figure something out.'
Keep this limit in mind
- A fantasy option is not a BATNA; verify availability and important constraints before relying on it.
Connected ideas
Use beforeSet the walk-away point before the room gets persuasive
Evidence and sources
The Program on Negotiation recommends identifying the best alternative to a negotiated agreement, or BATNA, during preparation.
A BATNA is an alternative if no agreement is reached; it should not be confused with the preferred negotiated outcome.
A Negotiation Preparation Checklist · Question 9