Under these conditions, you can choose to allude to your own powerful batna. We advise our clients, in our sales negotiation training, not to rub a buyer`s nose in its unfortunate negotiating position so that the buyer is not insulted. An offended buyer could start working on a medium- and long-term alternative to decide to undertake activities with your business. Imagine you took a course of negotiation. From your studies, you know how valuable it is to go to a business meeting. Before organizing the meeting, you began discussions with two alternative suppliers. These suppliers are ready and able to meet all your needs. BATNA and EATNAs also have an effect on what William Zartman and others have described as “maturity,” the timing of a dispute being resolved or “ripe” for a settlement.  If the parties have ideas or “congruous images” about BATNs, then negotiations are ripe to reach an agreement. The images of Kongruent-BATNA have ensured that both parties have similar views on how a dispute will be possible if they do not agree, but instead pursue their other rights-based or power-based options. In this situation, it is often wiser for them to negotiate an agreement without continuing the dispute process and thus reduce transaction costs. This occurs when parties involved in a dispute engage in an out-of-court settlement (which happens in the United States about 90 percent of the time).
The reason the parties agree is that their lawyers have understood the understanding of the strength of the case of both parties and the likelihood that each party will be able to impose themselves in court. They can then “go hunting” and achieve the same result through negotiations much easier, faster and at a lower cost. BATNA is a term coined by Roger Fisher and William Ury in their 1981 bestseller Getting to Yes: Negotiating Without Giving In.  It means “Best ALTERNATIVE TO a negotiated agreement.” In other words, it`s the best thing you can do when the other person refuses to negotiate with you – when they tell you you`re jumping into a lake! or “Go lost! So it`s not necessarily your ideal result – unless your ideal result is something you can get without the other person`s cooperation. It`s the best thing you can do without yourself. If the best alternative to Tom`s deal is to sell the car to a dealership, which would offer him $6,000, then both parties can agree because Tom`s reservation point would be $6,000. In the situation described, the graph would look like this: You should try to increase your flexibility. It is important to keep in mind that your approach and alternatives should be able to bend in the wind and weather an unexpected storm.