A strong BATNA can also help a party understand that they have an attractive alternative to the deal and can move away from a tempting offer. How do you determine your best alternative to a negotiated agreement? First, analyze both your position and your trading interests. Then consider the sum of these parts in relation to all the alternative options available. Choose the best option. Finally, do the opposite from the point of view of the other side. A well-prepared negotiator looks at the whole issue in this way. The appeal of EATNA often leads to last-minute negotiation breakdowns, especially when many parties are involved. The parties to the dispute can negotiate for months or even years and possibly develop an agreement that they deem acceptable to all. But in the end, all parties need to take a close look at the end result and decide, «Is this better than all my alternatives?» Only if all parties say «yes» can the agreement be reached. If only one side changes its mind, the deal could well collapse. Therefore, it is crucial to know the opponents` own BATNA and EATNA in order to successfully negotiate The best alternative to a negotiated agreement is explained by Roger Fisher and William Ury in 1981 through their book entitled «Getting to Yes; Negotiate without giving in. In the book, they explain the concept of BATNA by explaining that it is the best possible next step if the negotiations have failed, and also how important it is to analyze the best possible alternative and alternative plan.
Nash Equilibrium also explains the importance of negotiations when there is no alternative available in the book called game theory. If you know you have a good alternative, you don`t have to admit it as much because you don`t care if you get a deal. You can also press harder on the other side. If your options are meager or non-existent, the other person may face increasing demands, and you`ll likely choose to accept them – because you don`t have a better option, no matter how unattractive the one on the table becomes. Therefore, it is important to improve your BATNA whenever possible. If you have a strong one, it`s worth revealing it to your opponent. However, if you have a weak one, it`s best to keep this detail hidden. At the same time, you determine your BATNA, you should also consider the alternatives that are available for the other side. Sometimes they are overly optimistic about their options.