Preparing for a Negotiation: BATNA or Bottom Line?


 
Collective Bargaining > Best Practices

Preparing for a Negotiation: BATNA or Bottom Line?
Chloe Xu, Australia, Premium Member
It is important to prepare yourself for any negotiation, including the minimum you are willing to accept. In my post on BATNA (Best Alternative to a Negotiated Agreement) I explained this concept and argued it is critical for negotiators as they cannot make a wise decision about whether to accept or reject an offer unless they are clear about what their best alternative is.

I also mentioned that in the process of developing a BATNA, reservation value (aka bottom line) needs to be considered. As BATNA is evaluated based on bottom line, are BATNA and Bottom Line in fact the same thing?

BOTTOM LINE
A Bottom Line is the least price you will accept as a seller, or the most you will pay as a buyer. The bottom line is meant to act as t...Sign up
 

 
Preparing for Negotiations
Per Ohstrom, Business Consultant, United States, Member
BATNA is a good approach to use, since it allows a party to walk away if there is not enough "common ground" in the negotiation zone.
It is also ...Sign up
 

 
BATNA & Bottom Line
Colin Goodluck, Student (University), Guyana, Member
BATNA & Bottom Line have both worked for me at one negotiating table dealing with the same customer. Both may indeed be different, but both can also b...Sign up
 

 
BATNA or Bottom Line
Josephat Olwal Ngesah, Kenya, Member
Personally, I think what matters is if the agreement is meeting my or my company's interests.
However, it should be clear how much ground you are...Sign up
 

 
BATNA versus Bottom Line
Paul A Ford, Project Manager, United States, Member
This subject was part of my Communications for Project Managers graduate class. I learned that there is another view. Business professionals around th...Sign up
 

 
Leaving Money on the Table is Sometimes Necessary
Colin Goodluck, Student (University), Guyana, Member
@Paul A Ford: I feel that leaving money on the table is sometimes necessary, because the opportunity cost of not doi...Sign up
 

 
Batna versus Bottom Line
Carlos Espinosa Fernandez, Management Consultant, Mexico, Member
The best negotiation is the one in which both parts feel "it could be better".
The price balances what the market agrees to pay; offer versus dem...Sign up
 

 
BATNA versus Bottomline
Kiruba Nagini R, Student (MBA), India, Member
Choosing between BATNA or Bottom line must not go against the organization's interest. So a negotiator has to be strong enough to decide either to tak...Sign up
 

 
Meaning of Bottom Line in Negotiating
Jaap de Jonge, CEO, Netherlands, Editor
@Kiruba Nagini R: Be careful not to mix up the term "bottom line" as it is used here, in the context negotiations, w...Sign up
 

 
Most Desired Outcome(MDO) and Least Acceptable Agreement (LAA)
David Miller, United States, Member
When preparing for a negotiation, it is critical to also determine your Most Desired Outcome (MDO), Least Acceptable Agreement (LAA) (or "bottom line"...Sign up
 

   

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