How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.

How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.
A . It helps to be more assertive in a negotiation
B . It reduces the likelihood of accepting a poor agreement
C . It guarantees a win-win outcome
D . It produces an unacceptable outcome
E . It extends the length of the negotiation period
F . It helps to identify the point at which the buyer should walk away

View Answer

Answer: A, B, F

Explanation:

Having a BATNA:

Increases assertiveness (A): Knowing the fallback position empowers the buyer to negotiate more confidently.

Reduces the chance of a poor agreement (B): A BATNA ensures the buyer does not feel pressured to accept suboptimal terms.

Identifies walk-away points (F): It sets a clear boundary, allowing the buyer to exit negotiations if terms don’t meet minimum requirements.

These align with CIPS’s guidance on using BATNA to strengthen negotiation strategies.