Preparation for negotiations should include the establishment of BATNs (Best alternative to a negotiated agrement). This is the best solution worked out outside the negotiating table. In a situation where there is no agreement with the contractor, you can realize your interest through the most advantageous alternative. BATNA is also useful during conversations. It should be a reference point – the offers submitted should be compared with it and check whether the terms of the contract are really so attractive. It may turn out that negotiations should be stopped, because their result will be less beneficial for us than using the best solution that we can get right away, without having to take part in a tiring and expensive meeting with a contractor.

Before starting negotiations, you should think about how we could achieve our goal if we could not reach an agreement with the contractor. You need to review the available options – using creative thinking, several opportunities are created that would contribute to satisfying our need. The best available alternative is BATNA.

BATNA in negotiations sets the minimum that we can agree to in the talks. It also becomes a reference point for setting the limit of concessions. You should never sign a contract that is not as attractive as the best alternative you can get outside the negotiating table.

Source: https://poradnikprzedsiebiorcy.pl/-batna-w-negocjacjach

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.