Batgirl: So, didja figure out the BATNA in the last post?
Batman: Maybe. But why would I tell you?
BG: You didn’t figure it out.
BM: Yes, I did.
BG: OK, remember, it had to fit three rules, right?
BM: Right. Uhh…
BG: It had to be something you could do with out depending on someone else to do something; it had to be something you’d actually want to do; and it had to support your goals.
BM: Right! So…
BG: So, you could go with the printer that wouldn’t make you raise your price; go with the printer that would make you raise your price; or turn to a life of crime. So, Detective, which one is it?
BM: Uhh, a life of crime??
BM: Well, I know that I don’t want to go with the printer that will make me raise my price on the book because that isn’t something I want to do; it’s contrary to my interests.
BM: The life of crime doesn’t seem like the right choice because it has nothing to do with my goal of having my book ready for the cons.
BG: Well done, Bats. That leaves us with…
BM: The printer that is more expensive than I’d like but won’t make me raise my price?
BM: But I thought my BATNA couldn’t be dependent on anyone else having to do something? Doesn’t the printer have to work with me?
BG: A complicated point for a thick fellow. True, the printer does have to work with you and that is technically “doing something.” What we’re trying to avoid is a situation where you have to depend on someone else doing something that they might not do.
BM: And I know the printer will work with me if I agree to his terms and price.
BG: Right, he can be your BATNA because he’s a sure bet.
BM: If he weren’t a sure bet or if he only fit if he did something extra, then he wouldn’t be my BATNA, right?
BG: You’re getting the hang of this, big guy. Now, what you say I get a tour of that Bat Cave you got?
* My apologies to Adam West, Yvonne Craig and Neil Hefti.
Categories: Negotiation Strategy