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I want to introduce something that has become a very very fundamental term both in interest based negotiation and in positional bargaining. And that is the term of BATNA or best alternative to negotiated agreement. BATNA is an acronym but people use it as if it were a word, so familiarize yourself with it and Ill explain what that means. When youre negotiating with someone about something, chances are that you have alternatives with other people outside the room meaning that sure you could seal a deal with the person youre negotiating with now but you might also be able to go and to negotiate with someone else and receive this same object or the same value or the same item from through a different negotiation. For example. if Im buying a used car from someone and were discussing the price of a Ford Focus I could say you know what Im leaving this negotiation and what do I have out away from the table: I have another negotiation with another car salesman for another Ford Focus. So,
