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negotiation

BATNA

Also: Best Alternative to a Negotiated Agreement

What it means

Roger Fisher and William Ury’s term from Getting to Yes: the best outcome you can secure without the current deal. Your BATNA is your leverage — the worse the alternative, the weaker your position. Strengthen BATNA before negotiating, not during.

Related concepts

Mirroring (negotiation)
Anchoring effect

Cross-reference·BATNA on Wikipedia

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