A BATNA worksheet, the 3-part anchor, and a working walk-away calculator. Three of thirteen modules from the full $77 system. Free. No email required.
Your BATNA (Best Alternative To a Negotiated Agreement) is what happens if no deal is reached. Knowing it precisely is the single biggest source of leverage in any negotiation.
| Question | Your answer |
|---|---|
| Best alternative if this deal fails | ______ |
| Probability that alternative materialises (0–100%) | ______ |
| Value of that alternative ($ or equivalent) | ______ |
| Action this week to strengthen BATNA | ______ |
| Question | Estimate |
|---|---|
| Their best alternative | ______ |
| Probability (%) | ______ |
| Value to them | ______ |
| What weakens their BATNA? | ______ |
The first number changes the rest of the conversation. Anchor first, anchor at the edge of plausible, and anchor with reasoning.
| Situation | Anchor template |
|---|---|
| Salary | "Based on [data] and the scope of [responsibilities], I was hoping to land in the [$X–$Y] range." |
| Selling a service | "Engagements in [scope] typically run [$X–$Y]. Given [your situation], I'd propose [$Z]." |
| Buying | "I've seen comparable [items] sell around [$X]. Given [factor], I could get to [$Y]." |
| Vendor renewal | "Looking at our usage and what's available now, I'm proposing we reset at [$X]." |
Translate your BATNA into a hard number — the price (or terms) below which you walk. Decide it before; defend it during.
You just saw 3 modules. The full $77 system has 10 more — including ZOPA mapping, the multi-issue tradeoff scorer (JS), the salary negotiation playbook, difficult conversation prep, counter-offer calculator (JS), concession strategy, negotiation diary, tactics library & counters, annual review, and principles.