BATNA
Law & Legal abbreviation · Contract
| Stands for | Best alternative to a negotiated agreement |
|---|---|
| Categories | Law & Legal |
BATNA stands for Best alternative to a negotiated agreement, a contract abbreviation.
The most advantageous course of action a party can take if negotiations fail, such as accepting another offer, going to trial or walking away. Knowing one's BATNA sets the point below which a proposed deal should be rejected.
Example: Our BATNA is the competing offer from the distributor, so we won't go below $2 million.
Usage notes
Coined by Roger Fisher and William Ury in Getting to Yes (1981), a product of the Harvard Negotiation Project. Related terms include WATNA (worst alternative) and ZOPA (zone of possible agreement). In settlement talks, a party's BATNA is usually its expected trial outcome minus costs and risk.
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This entry is for general education and is not legal advice. Abbreviation use varies between institutions; always confirm in context.