Preparing for a Negotiation: BATNA or Bottom Line?

Negotiating and Bargaining
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Chloe Xu
Director, Australia
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 the final barrier where a negotiation will not proceed further. It is a means to defend oneself against the pressure and temptation that is often exerted on a negotiator to conclude an agreement that is self-defeating. Although bottom lines definitely serv (...) Read more? Sign up for free

  Ohstrom
Business Consultant, United States
 

Preparing for Negotiations

BATNA is a good approach to use, since it allows a (...)

  Colin Goodluck
Student (University), Guyana
 

BATNA & Bottom Line

BATNA & Bottom Line have both worked for me at one (...)

  Josephat Olwal Ngesah
Kenya
 

BATNA or Bottom Line

Personally, I think what matters is if the agreeme (...)

  Paul A Ford
Project Manager, United States
 

BATNA versus Bottom Line

This subject was part of my Communications for Pro (...)

  Colin Goodluck
Student (University), Guyana
 

Leaving Money on the Table is Sometimes Necessary

@Paul A Ford: I feel that leaving money on the tab (...)

  Carlos Espinosa Fernandez
Management Consultant, Mexico
 

Batna versus Bottom Line

The best negotiation is the one in which both part (...)

  Kiruba Nagini R
Student (MBA), India
 

BATNA versus Bottomline

Choosing between BATNA or Bottom line must not go (...)

  Jaap de Jonge
Editor, Netherlands
 

Meaning of Bottom Line in Negotiating

@Kiruba Nagini R: Be careful not to mix up the ter (...)

  David Miller
United States
 

Most Desired Outcome(MDO) and Least Acceptable Agreement (LAA)

When preparing for a negotiation, it is critical t (...)

 

More on Negotiating and Bargaining
Summary
Forum
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Preparing for a Negotiation: BATNA or Bottom Line?
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Issues in the Negotiation Process (Manning & Robertson)
Negotiating Without a BATNA
Asking Advice to your Counterpart in Negotiations
Negotiation Intentions of Mastenbroek
Special Interest Group

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