Negotiation
BATNA
Know your best alternative before you negotiate.
At a glance
- Best for
- Any negotiation with real leverage at stake
- Primary use
- Negotiation preparation
- Sales stage
- Negotiation
- Complexity
- Low
- Typical user
- AE, sales leader
Framework
Your BATNA
What you do if there is no agreement.
Their BATNA
What the buyer does if there is no agreement.
Reservation Point
The worst deal you will accept.
ZOPA
The range where both sides can agree.
Use it when
- You feel pressure to accept any terms.
- The buyer claims a cheaper option exists.
Watch out for
- Overrating your alternative.
- Ignoring the cost of no deal for the buyer.
Questions
- What is your plan if this project does not go ahead?
- What does the delay cost you per month?
- What would make this an easy yes?
Example
The buyer's alternative is another 9-month internal build. The seller holds price and offers a faster start date.
Best combined with
Value-Based Negotiation, Give/Get
Strength
Gives a clear walk-away standard.
Limitation
A weak alternative gives little power.
Related frameworks
Official source
Harvard Program on Negotiation
Last reviewed: 2026-08-21
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