BATNA is an acronym for Best Alternative To a Negotiated Agreement. It is defined as the most advantageous alternative that a party to the negotiation can take if negotiations fail and a purchase and sale contractThe sales and sale contract (SPA) is the result of commercial negotiations and high prices. Essentially, it outlines the agreed elements of the agreement, contains a number of important safeguards for all parties involved and provides the legal framework for the conclusion of the sale of a property. can`t be done. In other words, the BATNA of a party is the alternative of a party if the negotiations fail. The term BATNA was originally used by Roger Fisher and William Ury in their 1981 book "Getting to Yes: Negotiating Without Giving In." 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. [3] 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. Your BATNA "is the only standard that can protect you both from accepting unfavorable terms and from rejecting conditions that would be in your best interest." [2] In the simplest sense, if the proposed agreement is better than your BATNA, then you should accept it.

If the agreement is no better than your BATNA, then you should resume negotiations. If you are unable to improve the agreement, you should at least consider withdrawing from the negotiations and following your alternative (although the costs are also taken into account). The performance of your BATNA gives you the leverage to ask for more. If you don`t get what you`re looking for, then you can turn to your best alternative. A strong BATNA is like a hot and fuzzy insurance. A strong alternative offers you two possibilities. Either they make an agreement on more advantageous terms, or you just say "no business" because you have a good alternative plan.

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