BATNA, or Best Alternative to a Negotiated Agreement, which is the fundamental fallback option if a current negotiation fails. The source, drawing on concepts from Getting to Yes, details how a strong and concrete BATNA is the primary source of negotiating power, preventing acceptance of unfavorable terms and boosting confidence. It clearly distinguishes BATNA from the reservation value, which is the worst acceptable deal before walking away, and explains how both concepts determine the Zone of Possible Agreement (ZOPA). Finally, the text provides a structured approach for identifying, developing, and strategically using BATNA ...