Negotiating Without a BATNA
Chloe Xu, Australia, Premium Member
As discussed in my post “BATNA: Should You Accept or Reject a Deal”, having an established BATNA is fundamental to negotiation strategy as it helps people to determine when to walk away from a negotiation. But what would happen if the negotiation involved a sole supplier or no strong outside alternative is available? Is it possible to negotiate in business without having a (good) BATNA?
It is obvious that the likelihood that such at-the-negotiation-table strategies will succeed with an uncooperative negotiator is small. Negotiation researcher David Lax proposed in his book “3-D Negotiation” some alternate approaches that aim to achieve leverage from deal set-up and deal-design:
TIPS FOR MOVES IN EACH DIMENSION
- SETUP MOVES. Begin by setting the table favorably. Invite the right people, dealing with the right group of issues and interests, and facing the right outside alternatives. Such se...