Part Two: Alternatives
Figuring out your interests allows you to figure out your BATNA and WATNA.
It’s ok if you are saying, “huh???”
BATNA and WATNA are acronyms for Best-Alternative-To-A-Negotiated-Agreement and Worst-Alternative-To-A-Negotiated-Agreement. You compare your alternative to the possible agreement that is on the table. You weigh your best alternative and worst alternative with the possible agreement and find out what is best for you. Actually, and this is very important, you need to find out what is best for you given the circumstances.
What do I mean? The agreement on the table might be better than your alternative, however in a perfect world, your alternative might be better. Confused? Read Part 3 and I promise that Options will explain it further.
You need to figure out what is best for you in the current situation by weighing it against your alternatives to getting an agreement. Figuring out your alternatives is key to your preparations for the negotiation.
Generally, you do not want to accept an agreement that is worse than your BATNA.
As is the case with finding interests, you also need to know your other party’s alternatives. Just like you will weigh your potential agreement against your alternative, they should do the same.
If you are the mediator, this actually goes for the negotiator too, and a party to the negotiation does not know their alternative- help them! Yes, help them. As the mediator, you want to make sure your parties are informed.
There is a big a difference between giving advice and making sure they are aware of what will or will not happen if there is an agreement or lack of one. Raising awareness of the party’s alternatives, especially in stalemates can help generate movement.
As the other party/negotiator, a great way to get the other party/negotiator to move towards a possible agreement is to get them to see that their alternative to an agreement will leave them worse off than the offer on the table.
As mediation has proliferated and become part of our legal culture, how mediations are conducted has diversified. Although we are aware that there is no “standard” process of mediation, there...
By Jay FolbergCPR Speaks Blog Every so often, you may want to tank a mediation. Maybe you know in advance it can’t settle. Maybe the blood is so bad between lawyers or clients...
By James LeshawInternational Center for Cooperation and Conflict Resolution Most research on organizational conflict presents a Western slant on conflict management at work. Expanding research to include non-Western cultures provides a more...
By Christine Tsai
With the purchase of a Featured Membership, you will be shown on the front page of Mediate.com to web site visitors from your city and region (“state” if you are in the USA). You may appear in more than one city/region by purchasing additional locations.