By James A. Baker · Founder, Baker Communications
However, one of the added benefits of identifying one or more BATNAs before you come to the negotiation table is that by identifying your BATNA you will also start to define your Bottom Line. The bottom line is usually understood to be the minimum value, benefit, or least favorable set of terms you can accept from the other side and still benefit from staying in the negotiation. Should the other party not offer something that is at least equivalent to your bottom line, that usually means you would be better off withdrawing from the negotiation and pursuing your BATNA, because to do so would provide more value to you than the offer that is on the table.
Planning your bottom line from the very beginning helps you in a couple of ways. First of all, it provides you with perspective during the course of the talks. Sometimes the interactions may become very intense, and in your desire to stay competitive and achieve your demands you may arbitrarily reject offers which, while not up to your ideal solution, are still markedly better than your bottom line. It is best to always at least appear to consider any offers that are better that your bottom line, because there is a good chance that you can work to improve that initial offer and come away with an even better deal!
