Question

For your initial post, define negotiations in your own words and support with research. Additionally, is there a way to create an alternative to a negotiated agreement and if so, under what circumstances would it be appropriate?

• Initial Post Length: minimum of 350 words

Answer 1

The best alternative to the negotiated agreement or BATNA refers to the most beneficial alternative action that the parties can take if the negotiations fail and no agreement can be reached. The exact opposite of this option is WATNA (the worst alternative to a negotiated agreement). BATNA may include situations such as the suspension of negotiations, the transition to another negotiating partner, the appeal of court decisions, the implementation of strikes, and the formation of other forms of alliances. BATNA is the focus and driving force of successful negotiators. This party usually should not accept a worse solution than its BATNA. However, care must be taken to ensure that the transaction is properly valued, taking into account all considerations such as the value of the relationship, the value of money, the duration and the possibility that the other party will leave part of Operation. Other considerations are difficult to evaluate because they are often based on vague or qualitative considerations rather than measurable and deterministic factors.

It is often more difficult to identify BATNA on the other side. However, information is important because BATNA determines the negotiating power of the other party. Sometimes inferences can be drawn by defining his primary interests, and negotiation itself can be used to test or simulate hypotheses. For example, if an early delivery date is assumed to be important to a contracting partner, it may be deliberately deliberately set a later delivery date. If this late delivery date is strongly rejected, the desired delivery date is likely to be very important.
Because of the importance of BATNA for the success of negotiations, many strategies focus on the weakness of BATNA competitors. This can be achieved e.g. By seeking exclusive negotiations, delaying or accelerating ongoing negotiations, or restricting negotiating partners to technical systems. If a negotiator encounters such a tactic, his task is to investigate the possible consequences for his own BATNA and to prevent or counteract any deterioration of his BATNA.
BATNA can also influence the order in which negotiations are conducted with potential contracting partners. The consistent approach is favorable. Here one starts negotiating with the less satisfied partner and starts negotiating with the preferred option afterwards. Therefore, BATNA has contracts with less satisfied partners.