The BATNA Simulator
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In any negotiation, the person who needs the deal the least holds the power.
Your BATNA (Best Alternative to a Negotiated Agreement) is your floor. If the offer on the table is worse than your BATNA, you must walk away. If you do not know your BATNA, you are negotiating blind.
The Mathematics of "No"
Never enter a room without knowing your number. If your BATNA is $80,000 (another job offer) and they offer $75,000, the math makes the decision for you.
The Trap: Emotions. Companies use pressure to make you forget your BATNA. Write it down. It is your anchor.
Tactical Notes
What if I have no BATNA?
Then you have zero leverage. Your priority is not to negotiate; it is to create a BATNA (get another offer) immediately.
Should I reveal my BATNA?
Rarely. If your BATNA is strong, hint at it ("I have other options"). If it is weak, hide it.
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