Best Alternative To a Negotiated Agreement.
It’s your plan for what you will do if negotiations fall apart, no agreement is possible and you have to move ahead on your own.
Why is a BATNA important? It gives you a realistic sense of how much you need the other party. It lends you assurance and strength. Better yet, it gives you a sense of how much it is worth conceding to reach agreement … and prevents you from giving away the farm.
— Adapted from It’s All Politics: Winning in a World Where Hard Work and Talent Aren’t Enough, Kathleen Kelley Reardon, Currency Doubleday.