BATNA Preparation Checklist

A systematic protocol for developing your Best Alternative To a Negotiated Agreement before any negotiation, based on Fisher and Ury's Getting to Yes framework. Step 1 — List all alternatives: If this negotiation fails completely, what are your realistic options? Write down every possible alternative, no matter how imperfect. Step 2 — Develop the top 3 alternatives: Don't just identify them — take concrete steps to make them real (get the other job offer, research alternative vendors, prepare to walk away). A BATNA only has power if it's a genuine option. Step 3 — Evaluate: What's the realistic value of your best alternative? This sets your 'reservation price' — the worst deal you'd accept. Step 4 — Improve: Can you strengthen your BATNA before the negotiation? Every improvement to your alternative strengthens your position. Step 5 — Estimate their BATNA: What happens to them if negotiations fail? Their alternatives determine their reservation price. Step 6 — Calibrate: The gap between your BATNA and theirs defines the Zone of Possible Agreement (ZOPA). If their best alternative is worse than yours, you have negotiating power.

When to use it

Before EVERY negotiation. Salary negotiations (have another offer or a clear walk-away alternative). Business deals (have alternative vendors or partners). Real estate (have alternative properties identified). Any negotiation where the outcome significantly affects you. Revisit your BATNA whenever the negotiation stalls or their demands escalate.

How it can help

BATNA is the single most important concept in negotiation — it determines your actual power regardless of tactics. Most people enter negotiations focused on arguments and positions without developing their alternative, which is like playing poker without looking at your cards. The preparation checklist transforms BATNA from an abstract concept into a concrete preparation practice. Completing this checklist before any negotiation dramatically increases both your confidence and your outcomes.