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According to Williama Ury, BATNA is the base of negotiations strength and thc tool to evaluate the potential agreement. If BATNA is very good, there may be no need to negotiate because the agreement may not offer nothing better than the available altemative. BATNA can be strengthen by looking for information on the alternatives (e. g. other offers). Possible alternatives available for the opponent should also be analysed.

[ source : Wikipedia |

You know your BATNA if you know what you are going to do or what happens when you arc not able to make an agreement in a way you planncd while starting negotiation.

Weak BATNA puts you in unbeneficial negofiative situation. When the talks do not procced in your way, you start to get stressed because you have no altemative solution of a particular problem. Stress is not a good adviser during the talks.