Amity Business School

Presentation By:
Laxminarasimhan(27)
Vaibhav Agarwal(37)
Mayank Singhal(38)
Chirag Jain(48)
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WHAT IS NEGOTIATION?
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NEGOTIATION SKILLS
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Stages of Negotiation Amity Business School
 Amity Business School
BATNA & WATNA
BATNA
BATNA is an acronym that stands for Best Alternative To a Negotiated Agreement.
It is defined as the most advantageous alternative that a negotiating party can take if
negotiations fail and an agreement cannot be made. In other words, a party’s
BATNA is what a party’s alternative is if negotiations are unsuccessful. 

WATNA
A concept from negotiation theory, the WATNA is the worst result a party would
ultimately achieve if it called off negotiations, for example, by terminating mediation.
The WATNA, Best Alternative to a Negotiated Agreement (BATNA) and 
Most Likely Alternative to a Negotiated Agreement (MLATNA) are not negotiation
tactics, but rather are benchmarks against which offers to settle can be evaluated.
Amity Business School
 Amity Business School

EXAMPLE:
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