When to use it
Use it before any salary, promotion or contract discussion.
How to apply it
- List every realistic alternative if this deal does not happen.
- Develop the most promising alternatives, for example by progressing other interviews.
- Choose the single best one; that is your BATNA.
- Set your walk-away point based on it.
- Estimate the other side's BATNA, such as the cost and time of rehiring.
Tip: A BATNA you have not actually developed is a guess; strengthen it before you negotiate.