How can BATNA improve your negotiation outcomes with team members?

1 What is BATNA?

BATNA stands for Best Alternative To a Negotiated Agreement. It is the most attractive option that you have if you walk away from the negotiation table. For example, if you are negotiating a salary raise with your boss, your BATNA might be to look for another job that pays more. Your BATNA is not a fixed value, but a range of possible outcomes that depend on your circumstances, preferences, and opportunities.

4 How to use your BATNA?

Using your BATNA effectively requires strategy, communication, and adaptation. You should keep your BATNA confidential until you are ready to use it, as revealing it too early or too often can weaken your position. When communicating your BATNA, you should do so clearly and respectfully, acknowledging the other party's interests and expressing your willingness to cooperate. Additionally, you must be prepared to adapt your BATNA to the changing situation, as it is not static but dynamic. You should always monitor and update your BATNA as new options or opportunities arise or disappear.

5 How to improve your BATNA?

Improving your BATNA means increasing your value or outcome if you do not reach an agreement with the other party. You can do this by developing new alternatives or options that are more attractive or feasible than your current ones, such as expanding your network, exploring new markets, acquiring new skills, and creating new products. Additionally, you can enhance your existing alternatives or options by negotiating better terms, conditions, or prices with providers, partners, or customers, or by improving your quality, efficiency, or performance. Lastly, you can reduce the cost or risk of pursuing your alternatives or options by minimizing the potential losses, damages, or liabilities that you might face if you choose your BATNA, or by securing the necessary resources, support, or protection that you might need.

6 How to help your team members find and use their BATNA?

As a manager, you can help your team members find and use their BATNA by providing them with information, guidance, and feedback to identify and evaluate their alternatives and options. You can also support them with resources, tools, and opportunities to improve and communicate their BATNA. Additionally, you can empower them with autonomy, trust, and recognition to use their BATNA confidently and effectively. This could include delegating authority or responsibility or offering training, coaching, or mentoring. Acknowledging their achievements or contributions can also be beneficial.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?