TIME TO DETERMINE BATNA
If you are about to enter into a negotiation, or mediation, you may wonder when the time is right to determine ‘BATNA’.
- The best answer is that one single moment in time may not be sufficient. When
you are involved in a negotiation or mediation, the eventual outcome will depend on your advance preparation. - As you can gather information about the other party’s financial strengths or weaknesses, operational methods, performance levels etc. it will help you to try to determine BATNA.
- It’s likely that you and the other party will receive additional data that could affect your discussions. Take some time to recalculate your BATNA using a ‘venn diagram’. My earlier tip about BATNA should help you.
- Your BATNA will guide you regarding your negotiating positions and workable options. The more you prepare before you formally meet, the more effective and disciplined you will be when formal discussions take place.
- Good results result from preparation. Just showing up at formal discussions are not sufficient.
