Understanding BATNA Lessons from the United States of America & China
Before you read – As a Procurement Negotiator I look at events dispassionately. Hence this article is to be read with that in perspective. It’s not about who is right or wrong. It’s about learning from observing while appreciating the limitations of one’s own sphere of information. BATNA – The core of negotiation Procurement Negotiators need BATNA (Best Alternative to a Negotiated Agreement). What is BATNA? Not all deals go the way you wanted them to. So you have alternates to be planned & leveraged. Practice of BATNA focuses on strengthening one’s own BATNA while attempting to weaken other parties BATNA This article focuses on appreciating the practice of BATNA from a Procurement Negotiations perspective. Newly elected US President assumed office in Jan 2025. As every Negotiator, the newly elected President, also has objectives. Key objectives of the Negotiator Objective 1 - Address higher current account deficit as a % to GDP. Objective 2 - Improve the country’s global competitiv...