1. Harvard ManageMentor®
Identifying a BATNA and Reservation Price

2. Discussion Topics Identifying your BATNA
Determining your reservation price
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3. Identifying Your BATNA
Identify a negotiation to work with as an example.
Brainstorm alternatives to a negotiated agreement.
Select the best alternative.
Strengthen your BATNA.
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4. Determining Your Reservation Price
What’s the least favorable point at which you’d accept a deal?
Consider your BATNA’s dollar value.
If the deal isn’t only about money, consider other types of value important to you.
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5. Next Steps
Use previous negotiations to practice identifying BATNAs and reservation prices.
Work with your colleagues to identify BATNAs and reservation prices for additional upcoming negotiations.
© Copyright 2010 Harvard Business School Publishing. All rights reserved. Harvard Business Publishing is an affiliate of Harvard Business School.