Keywords: negotiating table, BATNA, batna definition, Batna negotiations, best alternative to a negotiated agreement, bruce patton, Dealmaking, always yes, always yes negotiation agreement, Guhan Subramanian, batna importance, in negotiations, negotiated agreement, negotiation agreement without bids, negotiation, negotiating newsletter, negotiating skills, negotiating skills, negotiating table, negotiation theory, negotiator, Roger Fisher , ury, what is batna, what is batna, what is batna, williamy, he decided to do a “market control” to compare prices. Sam`s existing insurers — let`s call it Acme — had increased interest rates by 7% and 10% a year over the past three years, and Sam wasn`t sure he had the best deal. He then found a support offering a policy for 30% less than the rate of extension of Acmes. BATNA is often not seen by negotiators as a safety net, but as a lever in negotiations. Although a negotiator`s alternative options should theoretically be easy to assess, the attempt to understand what alternative BATNA represents for some is often not invested. Options must be real and achievable to be of value,[source of third party required] however, without the investment of time, often contain options that fail any of these criteria.  [Quote required] Most managers overestimate their BATNA while investing too little time in the search for their real options. [Third-party source required] This can lead to bad or wrong decisions and negotiations. Negotiators must also be aware of the other negotiator`s BATNA and determine how they compare to what they offer.  [Page required] El trmino ingls “BATNA” fue acuado por los profesores de HarvardWilliam Ury y Roger Fisher en su libro Getting to Yes (1981) como acrnimo de la expresin best alternative to a negotiated agreement. In the theory of negotiations, the best alternative to a negotiated agreement or BATNA (no deal option) refers to the most advantageous alternative that a party can take if negotiations fail and no agreement can be reached. WATNA (worst alternative to a negotiated agreement) is quite the opposite of this option. BATNA could include several situations, such as the suspension of negotiations, the transition to another negotiator, the appeal of the court`s judgment, the organization of strikes and the formation of other forms of alliances.
 BATNA is the main concern and driving force of a successful negotiator. A party should generally not accept a resolution worse than its BATNA.