BATNA Exploitation
Your best alternative to a deal sets your floor; a counterpart who learns it, or convinces you it is worse than it is, can price just above it. Protecting your alternative is worth more than any tactic at the table.
An everyday example
A landlord who knows you have already enrolled the children in the local school.
What it can cost you
Revealing your alternatives; accepting the counterpart's estimate of them; negotiating without one.
Warning signs
- They know what I will do if this fails.
- I have no idea what I will do if this fails.
One thing to do
Build a real alternative before negotiating; know your walk-away number; reveal your BATNA only when it is strong.
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