4.2 The Role of BATNA
Learning Objective
2. Understand the role of BATNA in strategy formulation
The Best Alternative to a Negotiated Agreement (BATNA) is a strategy to consider when planning your negotiation process. You may find alternative ways to settle a negotiation by conducting research before a negotiation.
Example
For example, when reviewing your car insurance policy, you may see that your rates have increased again for the second year in a row, even though you have had no accidents or claims. Then you find that another auto insurance carrier offers the same coverage for much less. Instead of moving your insurance from one company to another, you may use this information to negotiate a better deal with your current insurance company.
“Know Your BATNA” from BUS641: Strategic Negotiations and Conflict Management from Saylor Academy is licensed under a Creative Commons Attribution 3.0 Unported license, except where otherwise noted.
