COMPARATIVE CHART

THE POWER OF NEGOTIATION BATNAS

Suggests that, for different reasons, "Getting to Yes: Negotiating Without
you can influence to obtain better Giving Up"
results in a negotiation.
The most important factor in the BATNAs are critical to negotiation
results of a negotiation is the ability ofbecause you cannot make smart
one person to control the resources decisions about whether to accept a
and benefits of the other negotiated agreement unless you
know the alternatives.
Power is a strange thing, it is the idea Having a good BATNA allows you to
that we get of it, which does not mean negotiate from a strong position
that it is not real, and it is capable of because we have analyzed the
providing enormous energy in a different scenarios, we know how far to
negotiation. go and we have studied the different
alternatives to obtain optimal results.
Among the factors that are considered Although in some cases it can be
to be able to grant more power in a beneficial, it is generally advised not to
negotiation are: information, reveal our BATNA, since if it is worse
legitimacy, the quantity and quality of than our opposite thinks it would show
options, time management, negotiation weakness.
skills and the dependence between the
parties.