Harvard Managementor

Harvard ManageMentor — NEGOTIATING TOOLS
Identifying Your BATNA
Complete this worksheet to identify your BATNA (best alternative to a negotiated agreement) and find ways to improve it.
1. Whatare your alternatives to a negotiated agreement? Identify your best alternative.
Make a list of what your alternatives will be if the negotiation ends without agreement.
1. Put on the table the issueof noise that do that the cost of the house be less
2. Pay some of the total home and finishes our studies pay another with interest were generated.
3. Clarify that the house is old and needsrepair and for that you need money so the price of the house should fall.
4. Besides the money paid, we will work during for them while we study.
5. Find another house or rent an apartment.

Review thelist. Which of these alternatives would be best?
Pay some of the total home and finish our studies pay another with interest were generated.
2. What could improve your BATNA? Consider...
Arethere any better arrangements you can make with other suppliers/partners/customers?
You could look for another home to buy or to rent an apartment and only study for some time and we can find anotherhome at the end of the studies.
Is there any way to remove or alter any constraint that makes your current BATNA bad? What? How?
Giving more money for the house provided the seller agrees to makesome repairs to the house.
Is there any way to change the terms you bring to the table that could improve your BATNA? What? How?
That the sellers consider that we are students and give the house fora lower price and at the end of graduate and we have a established job and give money to offset the discount.
3. Write what your “new” BATNA will be, if you succeed in improving it.
I would offer380,000 and negotiate with the sellers for them to do some repairs to the house, considering that we are students and after school and work we will pay these repairs with interest were generated.
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