Who is not familiar with the BATNA (1), the cornerstone of integrative negotiation taught at Harvard Business School (2) since the 1980s? This concept aims to make negotiators aware of the importance of defining their best alternative to a negotiated agreement, and thus their walk-away point. If each negotiator has prepared thoroughly, a ZOPA—Zone of Possible Agreement—emerges between the participants' walk-away points.

In practice, however, these concepts are not always easy to handle, as negotiations often trigger emotions that can be difficult to manage. Here are a few practical tips:

  1. Thorough preparation: Everything starts with solid preparation. Identifying your fallback position will allow you to approach the negotiation with greater composure. If discussions become tense, you will know exactly where your limits lie. In practical terms, list each of your alternatives, evaluate them by calculating their value, select the most viable option, and determine your walk-away point. Perform the same exercise to estimate the other party’s BATNA, even if it proves more challenging.

  2. A strong BATNA: What should you do if your BATNA is weak? It is common to feel as though you are starting from a position of weakness. This is perfectly normal; if you held absolute leverage, there would be no need to negotiate. The purpose of preparation is to strengthen your own BATNA while putting the other party's into perspective. The stronger your BATNA, the less likely you are to need it.

  3. Strengthening your BATNA: How do you strengthen your BATNA? It naturally depends on the situation, but in all cases, it requires creativity and initiative. Market research, examining pricing, exploring new perspectives, reaching out to other prospective buyers or partners, considering alternative solutions (such as hiring or training), or consulting an expert can all help. Your alternatives must be clear and viable to be truly convincing.

  4. Working on multiple levers: Which levers can you leverage? Negotiating power depends on a variety of factors. Financial dependence is an obvious criterion, but it is equally important to understand which elements can evolve over time. The power of influence, legitimacy, and reputation are often underestimated. Understanding the impact of time (who benefits from the status quo?) is also essential.

  5. Acting subtly: Should you disclose your BATNA? Again, it depends on the context, and subtlety is key. Revealing a weak BATNA is obviously a poor move, but bluffing is equally risky; if the other party catches on, your credibility is gone. Sharing information with tact and respect helps move discussions forward, provided there is a climate of trust between the parties. In any case, avoid disclosing your BATNA too early, as it could be perceived as a threat—and threats damage relationships.

  6. A double-edged sword: Used clumsily, a BATNA will likely be ill-received by the other party, whose natural reaction will be to dig in their heels. Conversely, do not be thrown off if the strength of your arguments is called into question. Be prepared for attempts to discredit your BATNA. Showing nervousness or annoyance signals a position of weakness to your counterpart. However, responding calmly and thoughtfully increases your chances of achieving your objectives.

Negotiation is part of everyday life. Whether in a personal or professional context, we are constantly required to take stands and defend our points of view. Yet, many negotiations fail or leave participants dissatisfied. Trying to force an outcome is a dangerous strategy.

To "win" your negotiation, prioritize active listening, mutual respect, and thorough preparation.

(1) BATNA is the acronym for Best Alternative To a Negotiated Agreement. In French: MESORE (Meilleure Solution de Rechange).

(2) The book Getting to Yes by Roger Fisher and William Ury, published in 1981, is the benchmark reference for the Harvard or integrative negotiation method.

Article originally published in La Libre Économique by Tanguy della Faille, Partner at Fondaris, on 27/04/2022. Published/updated version on the Fondaris website with the author's permission.