Communication & Stakeholders · Negotiation & customer
BATNA, WATNA and ZOPA
BATNA / WATNA / ZOPA · Negotiation framework
The stakes are high and the team does not know its walk-away point or the real negotiation zone.
Why use it
Clarify best and worst alternatives and identify the zone of possible agreement.
How to apply
- Define the specific management situation and desired outcome.
- Gather the minimum facts, constraints, and perspectives needed to use the tool.
- Apply BATNA, WATNA and ZOPA, make key assumptions explicit, and compare the result with realistic alternatives.
- Record the decision, next owner or action, and a testable criterion for the next step.
Output
Negotiation boundaries, alternatives, and a clearer deal range.