BATNA / MESORE: Definition, issues, and explanations

BATNA, which stands for "Best Alternative To a Negotiated Agreement," refers to the most advantageous alternative that a party can consider if the current negotiation fails.

MESORE, often associated with BATNA, is the method used to identify, evaluate, and optimize these alternatives in order to strengthen the negotiating position.

These concepts are fundamental in negotiation, as they help to avoid concluding an agreement that is less favorable than what can be obtained by other means.

Using BATNA/MESORE in a negotiation helps you gain confidence and clarity about your options. It prevents you from feeling compelled to accept an unfavorable offer for fear of missing out on an opportunity.

This approach also helps determine when it is better to walk away from the negotiating table rather than accept an unfavorable deal.

In addition, it improves the quality of decisions by providing a clear benchmark for comparing proposals received with concrete alternatives.

The process begins with a comprehensive identification of possible alternatives to the current agreement. This involves considering all available options if negotiations are to be abandoned.

Next, each alternative is evaluated according to objective criteria such as cost, benefits, risks, and feasibility.

MESORE steps in to structure this analysis and optimize the BATNA, refining the alternatives to maximize potential value during negotiations.

Among the advantages of BATNA/MESORE are better preparation, increased bargaining power, and a clear framework for making informed decisions.

This method also reduces the psychological pressure associated with negotiation, since the negotiator knows that they have viable options.

However, it requires time and resources to identify and analyze alternatives, which may not always be possible in very urgent situations.

A buyer looking to purchase a product can use BATNA to compare the current supplier's offer with other suppliers in terms of price, delivery times, and quality.

In a salary negotiation context, employees can identify their BATNA by evaluating other job opportunities before negotiating a raise.

MESORE is often used in negotiation training to guide negotiators in better preparing their alternatives and strengthening their position during complex business discussions.

• Akimbo: an article detailing the definition and method of BATNA/MESORE in negotiation.
• YouTube: an explanatory video on BATNA and its implementation.
• FB Transmission: presentation of BATNA as a key tool in any negotiation.
• Salesdorado: tips for effectively using BATNA in business negotiations.
• Akteos: professional resources for exploring the concept of BATNA/MESORE in greater depth.