SESKStuff Everyone Should Know
SESK: Stuff Everyone Should Know · sesk.info/cadet-batna

In negotiation, what is your BATNA?

Best Alternative to a Negotiated Agreement: what you'll do if talks fail.

Start playing free

  1. Your opening demand
  2. What you will do if the negotiation fails ✔
  3. The middle point between both offers

Why: Your BATNA is your backup plan if no deal is reached. If the other side offers less than your BATNA, there's no point continuing. Know yours and estimate theirs before you start.

Huh, didn't know that: Learn to Lead says if you only have time for one thing before negotiating, know your BATNA.

The dad joke
Why did the pilot always plan an alternate airport? He knew his BATNA.
Like this card?
Play the game

References

Answer: What you will do if the negotiation fails. Your BATNA is your backup plan if no deal is reached. If the other side offers less than your BATNA, there's no point continuing. Know yours and estimate theirs before you start.

  1. Learn to Lead, Volume 3: Indirect Leadership, chapter 9 (Civil Air Patrol) www.gocivilairpatrol.com/media/cms/L2LVolume_3__LOW_FINAL_4_MAY_13CC68236BDFE.pdf
    Simply stated, the BATNA is what you would do if negotiation would fail.
    Checked 2026-10-10.

Think this answer is wrong? Tap "Challenge this answer" on the card in the game and tell us why.

Test yourself in the game

Leadership & CadetsTwo sides quickly split the difference down the middle. Which negotiation strategy is that?Leadership & CadetsWhat is the basic idea behind the Cooperative Negotiating Strategy?Leadership & CadetsAccording to MIT ombudsman Mary Rowe, what is the most important element of effective negotiation?

That's stuff everyone should know.