BATNA is a critical concept in negotiation theory, allowing you to establish your bottom line before negotiating and understand your options if negotiations fail.
BATNA refers to the most advantageous alternative that a negotiating party can take if negotiations fail and an agreement cannot be made. For example, in salary raise negotiations, if your employer doesn't agree to your proposed increase, your BATNA might be taking a job offer from another company that offers a higher salary or pursuing further education to increase your market value. By determining your BATNA in any negotiation scenario, you position yourself to make better decisions and feel less pressured to compromise under unfavourable conditions.
In negotiation, the one who is willing to walk away has the most power.
