What if you have a weak BATNA?
You are an experienced negotiator with a weak BATNA (best alternative to a negotiated agreement) in a necessary negotiation. Your counterpart is reluctant to deal with you. Will going public make a difference?
It would help if you had more than public statements to motivate a reluctant negotiator. Look at the Wikileaks owner, Julian Paul Assange, in Belmarsh Prison in southeast London. A High Court judge in London has denied his appeal to the order for extraditing him to the United States. His efforts to negotiate in public statements the terms of his extradition to the U.S. have failed. Most other governments have refused to give him asylum. Therefore, no incentives or sanctions drive the U.S. government to negotiate with him.
Julian Assange’s case is a reminder that despite your excellent negotiation skills, time may be the only factor that could help you overcome a lousy BATNA. For instance, public opinion may change, and the U.S. administration may consider pardoning Julian.
A strong BATNA is the most important source of power in a negotiation. It gives you confidence and an ability to walk away from a deal, a significant leverage.
Analyze the counterpart’s BATNA to gauge their interest in negotiating with you. In the commercial world, typically, there are ways to enhance your position. For example, consider dealing with another entity, for example, an external IT company, where your BATNA is stronger.
I would love to hear about your experiences! Please share your stories at satishmehtausa@gmail.com. Please forward this knowledge letter to those who could benefit from it. They can subscribe to it here or by clicking on the link below.
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