BATNA is an acronym for “Best Alternative To a Negotiated Agreement”. It is a term coined by Rodger Fisher and William Ury in their 1981 best-seller Getting to Yes: Negotiating Without Giving In.

Opinions expressed by Entrepreneur contributors are their own. So, you’re ready to negotiate with your VC, and you know this will be a zero-sum game. Every decision is a shift of risk, reward or ...

It’s something many negotiators agonize over. Sometimes they don’t even think they have one. It’s your BATNA, or your “best alternative to a negotiated agreement." In other words, it’s what you’re ...

IN a previous installment to this column, I outlined best-practice principles of negotiation (Financial Gazette, August 14-21, 2008). One of the best recognised strategies in negotiation is the ...

A significant amount of your time is spent selling when starting a company. Assuming you are good at selling your company/product/vision, you will often get to the point where you need to close the ...

If you were to ask commercial negotiators what their objectives were, I think 9 out of 10 would probably say something like “get a deal” or “get to yes.” It is so ingrained in us that what negotiators ...

So, you’re ready to negotiate with your VC, and you know this will be a zero-sum game. Every decision is a shift of risk, reward or control. You’ll need to be prepared to compromise on some things, ...