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BATNA

   

Definition: BATNA is a negotiation acronym meaning: Best Alternative To a Negotiated Agreement.
It is the best outcome you can expect if you fail to reach an agreement at the bargaining table with your counterpart. A well-evaluated BATNA sets the threshold at which you will reject an offer. Effective negotiators should have a walkaway point that is firmly grounded in reality before talks begin.


   
   
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More on negotiating and persuasion: Bottom Line, Negotiating, Price Negotiation, Principles of Persuasion.

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