Preparing for a Negotiation: BATNA or Bottom Line?

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Negotiating and Bargaining > Best Practices > Preparing for a Negotiation: BATNA or Bottom Line?

Preparing for a Negotiation: BATNA or Bottom Line?
Chloe Xu, Director, Australia, Premium Member

It is important to prepare yourself for any negotiation, including the minimum you are willing to accept. In my post on (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 serve a p (...) Read more? Sign up for free
 
 

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Per Ohstrom, Business Consultant, United States, Member

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