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Best alternative to a negotiated agreement

The best alternative to a negotiated agreement or BATNA is a concept in negotiation theory. If the current negotiations are giving you less value than your BATNA, there is no point in proceeding.

BATNA was developed by negotiation researchers Roger Fisher and Bill Ury of the Harvard Program on Negotiation (PON), in their series of books on Principled Negotiation that started with Getting to YES.



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