What’s your backup plan if the negotiation fails? In Getting to Yes, Fisher and Ury emphasize the importance of having a BATNA (Best Alternative to a Negotiated Agreement).

Why BATNA matters:

• It gives you confidence and leverage.
• It helps you avoid accepting a bad deal.
• It keeps you focused on realistic outcomes.

Before entering any negotiation, ask yourself: What’s my BATNA? If the deal on the table isn’t better than your alternative, walk away.

Pro tip: Strengthen your BATNA by exploring multiple options beforehand.

What is your BATNA when negotiating your job, your value proposition, for your company?

Reference: Fisher, R., Ury, W., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.