Knowing your BATNA-Generating alternatives
KNOWING YOUR BATNA – Generating alternatives in Negotiation
Know your Bargaining Power
The first sign in knowing how to generate your alternatives in your negotiation is to identify how much influence, or power, you have in the situation. To gauge this is easy. If you have a low need (but nevertheless still a need) for the other party’s services, you have more power. Likewise vice versa, a high need would mean low power in a negotiation.
Put simply, if your BATNA exceeds your need to negotiate, you can walk away from the negotiation at any time. Thus, the first thing you have to do is create choices, and increase them. How to create choices? Envision what you will do if the other party’s services/resources did not exist in the first place. This is imperative in reducing your need on the other party.