To No 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. [1] BATNA is the main concern and driving force of a successful negotiator. A party should generally not accept a resolution worse than its BATNA. However, it is important to ensure that transactions are accurately assessed, taking into account all considerations such as relational value, the present value of the money and the likelihood that the other party will live up to the bargain. These other considerations are often difficult to assess because they are often based on uncertain or qualitative considerations and are not easily measurable and quantifiable. The appeal of EATNA often leads to a failure of last-minute negotiations, especially when many parties are involved. Disputes can negotiate for months or even years and ultimately develop an agreement that they deem acceptable to all.

But at the end of the day, all parties must carefully consider the final result and decide: «Is this better than all my alternatives?» Only if all parties say «yes» can the agreement be reached. If only one party changes its mind, the agreement can break. Therefore, for a successful negotiation, it is essential to understand the consequences of an agreement, both for yourself and for your client, is the most important aspect when creating a negotiation break. The reason is that the other party always considers its offer as a profit or loss in each negotiation, based on its perception of the consequences if it does not reach an agreement with you. Simply put, if the other party thinks that an agreement with you will be to their advantage, they will. But if they think they will be better off not agreeing with you, whatever the alternatives, you will lose the sale.