One of the fundamentals of modern negotiations management is “BATNA.” Along with the concepts of MDO (Most Desired Outcome) and LAA (Least Acceptable Alternative), BATNA contributes to a thoughtful framework for thinking about negotiations strategy and informs the implementation of the negotiations plan.
BATNA stands for Best Alternative to a Negotiated Agreement. In a sense, it is your fallback position in the event the current negotiation does not succeed in achieving its objectives.
A fascinating review of BATNA in the context of the current “fiscal cliff” negotiations in Washington appeared recently in the business section of The New York Times. You can read it here:
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About the Author
Robert A Rudzki, SCMR Contributing Blogger
Robert A. Rudzki is a former Fortune 500 Senior Vice President & Chief Procurement Officer, who is now President of Greybeard Advisors LLC, a leading provider of advisory services for procurement transformation, strategic sourcing, and supply chain management. Bob is also the author of several leading business books including the supply management best-seller “Straight to the Bottom Line®”, its highly-endorsed sequel “Next Level Supply Management Excellence,” and the leadership book “Beat the Odds: Avoid Corporate Death & Build a Resilient Enterprise.” You can reach him through his firm’s website: www.greybeardadvisors.com
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