Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal.īut first - what does BATNA stand for, anyway?īATNA stands for Best Alternative to a Negotiated Agreement.Įssentially, it's the best offer you're willing to accept when negotiating if the initial proposal fails to draw agreement from both parties.Īs Stafford puts it, 'BATNA is your best and final offer.

Here, we'll discuss why BATNA is an invaluable part of the selling process. Stafford continues, 'But once I understood what it meant, I went from feeling like we were talking about something I knew nothing about … to feeling like we're talking about something I truly do everyday, both professionally and personally.' Beyond it sounding awfully similar to Batman, I still wasn't too sure what it was. I'd also spent the morning reading up on BATNA, so I could relate. 'I'm going to be honest - I'm familiar with BATNA from business school and from a textbook point of view.

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