BATNA is the acronym for Best Alternative to a Negotiated Agreement. If you look at it
from the simplest standpoint, your BATNA is the choice you can make if you conclude
that negotiating with a particular party is not likely to yield a favorable result. You can
walk away from a negotiation if your BATNA is better than the likely outcome of that
negotiation.
By looking at BATNA as an ongoing, changing measure of negotiating strength, as a
mechanism for deciding whether and/or when to quit, we develop a disciplined, informed
approach to our negotiations.
In our situation:
Son:
•Use pressure: away from home to put pressure on his parents. However, this is
unrealistic, growing conflict and not true to the spirit of negotiation Integrative is
win-win.
•Negotiation indirect: need the help of relatives, people with experience or people
with high reputation. However, this is support way to convince his parents. If we
just use it, negotiation won’t high efficiency and defeat.
•Negotiation direct: said honestly, represents the passion, dreams and wishes. His
parents can understand and see that this is a good choice.
Tactics: love. Obviously, all parents love their son. His father is both rigorous and clear. He
always want the best for him
Knowing limits: don’t broken family love. Always followthe trend : win-win in
negotiation.
Parents: 3 BANAT
1) Use power: don’t sponsor if the son choose IT even they may don’t look his face
