Translate BATNA Into a Bargaining Brief
Create a BATNA brief that compares alternatives on lawful, equivalent terms.
A hospital bargaining team says its BATNA is "agency nurses." No one has priced orientation time, credentialing, strike-contingency limits, or patient-ratio effects. Harvard Program on Negotiation BATNA discipline The common shortcut is to jump from a manager complaint to a disciplinary or bargaining position without first classifying the protected right and the proof you actually have. Define Alternative: agency staffing for critical units only. A real BATNA is specific, not generic. Cost Hourly premium, orientation, cancellation fees, supervisor overtime. Compare total cost, not headline rate. Legal/operational limits Credentialing, ratio rules, strike notice, patient safety constraints. A legally unavailable alternative is…
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