In Negotiations with Ben Affleck, No Appealing BATNA - PON - Program on Negotiation at Harvard Law School
In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. Having a strong outside alternative enables you to walk away from a deal that doesn’t meet your needs or that would compromise your vision or ethics. But when you are dealing with a negotiating partner who seems irreplaceable,