Separate Your BATNA From Your Wish
Distinguish a real BATNA from a target outcome before entering a commercial negotiation.
Negotiation power starts before the buyer asks for a concession. The BATNA distinction Your target is what you want. Your reservation point is the worst agreement you should accept. Your BATNA is the best no-deal path. Keep those separate. When they blur, teams mistake confidence for leverage. Why it works Commercial pressure often compresses time. Procurement asks for a discount, a partner demands exclusivity, or a customer threatens churn. BATNA gives you a comparison point outside the other side's frame. If the proposed agreement is worse than your alternative, you should improve the terms or walk. If your alternative is…
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