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 ...

How can we get what we really want and at the same time deal with the needs of others in our lives? Perhaps no human dilemma is more pervasive or challenging. —W. Ury The Best Alternative to a ...

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 ...

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, ...