By Jean Hollands

Jean on the Job

In the wonderful book “Getting to Yes” by Richard Fisher and William Ury, written first in 1981, some 20 years ago, a simple method is preached. It is called BATNA - Best Alternative to a Negotiated Agreement. There are five occasions when a BATNA is necessary:

1. Your opponent is unreasonable and unrealistic.

2. The other side is too powerful.

3. You become committed to only one outcome (a price, a solution, an answer, a house).

4. You just want an agreement to be reached … any will do.

5. You do not trust your debating or negotiation skills.

In the foregoing situations, instead of negotiating to death, think about the options if you don’t win, don’t get the job, don’t get the price you want. The better your BATNA, the greater your power. As you go for the interview, ask for the amount you want or state your opinion, be prepared for another possible situation. There will be another job interview, another buyer, another listener.

Developing your BATNA equips you with a minimally acceptable agreement and some other options beyond this. This takes creativity, nimbleness and flexibility. It provides the freedom that gives you the advantage every negotiator needs.

Back to “Getting to Yes,” I personally believe that a “no” is always a precursor to a “maybe,” and a “maybe” is always a precursor to a “yes.”

Jean A. Hollands, CEO, Growth & Leadership Center, author of a new book, “Same Game Different Rules - How to Get Ahead Without Being a Bully Broad, Ice Queen or ‘Ms. Understood’,” was voted Business Woman of the Year in 1986 and 1996. Write to GLC, 1451 Grant Road, Mountain View 94040.