Conflict Management Tips: What is BATNA?

BATNA stands for, “Best Alternative to a Negotiated Agreement”. It is a tool for assessing why someone in a negotiation is either willing to settle (sometimes prematurely) or unwilling to settle (sometimes to their own detriment). The framework suggests that someone’s willingness to settle depends, in part, on how they view the alternative to settling. For example, if I think the alternative to settling on a negotiated agreement is that I go to court and win even more, I probably won’t want to agree to a settlement. Conversely, if I don’t think I have other options, I may settle for something that I don’t really like or want. 

For a mediator, this framework can help them support the parties and craft more long-lasting solutions. If a party in a conflict feels they have a good BATNA, the mediator may encourage them to get a second opinion just to be sure. Conversely, if someone is settling for a sub-optimal outcome, the mediator might brainstorm alternatives with them or help them think of new options. This would typically be done in a private, one-on-one meeting without the other party. The mediator must be careful to stay neutral in these conversations. But if either party misjudges their BATNA, the outcome will not be a positive one. Reality-checking each party's BATNA is a key conflict resolution tool. 

See more Conflict Management Blogs and Vlogs