Q & A Table of Contents
Learning Other Parties' BATNAs
From: Harriet, Kingston, Ontario
Question: Could you please tell me how to find techniques to discover the other side's BATNA?
Response: There are many elements that form part of a negotiator's BATNA (Best Alternative To a Negotiated Agreement). These include any deadline she may face, what resources she has within her own company to help achieve her objectives, whether she can derive a favorable result by dealing with your competitors -- and how many competitors there are, her sense of how crucial it is to reach agreement with you (rather than someone else), and what risks she runs if she ignores particular issues. There are other elements of BATNAs as well, but this gives you an idea of the range of issues covered by the term.
Another thing you need to remember is that BATNAs are not static; every party's BATNA changes during the negotiation process. Thus what you discover about someone's 'walking-in' BATNA may not remain accurate as you exchange information during the negotiation process.
In order to learn about another party's 'walking-in' BATNA, as well as their BATNA as a dynamic, changing element during the negotiation, you need to prepare well ahead of time. Think about the other party as well as other stakeholders in the negotiation. To whom does another party have to report?
Ask lots of questions before the negotiation begins and as it goes forward. Remember that each question you ask should be aimed at eliciting specific information. Your questions will reveal how much you know as well as what you think is important. Nonetheless, asking questions of the other party -- and other people who may have helpful information -- is the most effective way to learn about the other party's BATNA.
Good luck and good negotiating,
Steve
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