Negotiations Principles

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:

http://nyti.ms/VD8CNo

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