![]() ![]() What are acceptable replacements for any elements of the best result? Step 2: List alternatives if you can't achieve that goal. Right now, your best result is getting the customer to pay full-price, right off the bat, for your software. Step 1: Determine your best result and goal. ![]() In the contract, you're already aware of what your negotiables and non-negotiables are. In the first negotiating phase, you'll send along a standard contract that outlines the full cost of your software to your prospect. Let's say you work for a business that sells software. To fully understand how this process works, let's explore a few examples - both professional ones, and personal ones. Decide the lowest terms you’re willing to accept. ![]() Here you want to judge each alternative option as fairly as possible. Step 3: Evaluate your alternatives in value (financial and overall value). Step 2: List alternatives if you can’t achieve that goal. To determine what your BATNA is, there are five steps you'll need to follow. ![]() When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? And what are the concessions I'm willing to give in order to get to that ultimate negotiated agreement?' That's how you'll construct your BATNA." 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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