Negotiation basics: BATNA and interests

You negotiate more than you think: shift swaps, group project roles, prices at a souk, your first salary. Good negotiation is not about winning against someone. It is about understanding what both sides really need and knowing your options.

Positions versus interests

• A position is what someone says they want. An interest is the reason behind it. The Harvard Program on Negotiation (PON) gives the example 'We need a 10% raise' as a position.
• PON describes two siblings arguing over where to hold their parents' anniversary party: one insisted on a restaurant, the other on hosting at home.
• Their interests were different from their positions: one had no time to prepare food, the other was worried about cost. They chose an affordable restaurant, which met both interests.
• To find interests, ask 'why?' and 'what matters most to you about that?' and listen to the answers.
• Teen example: two classmates both want to present the final section. The interests might be 'I want to show my research' and 'I am nervous and want to finish early'. A fair solution might give one the conclusion and the other the opening.

The four principles from Getting to Yes

• PON summarises the four principles of principled negotiation from Fisher, Ury and Patton's book Getting to Yes.
• Separate the people from the problem: deal with feelings and relationships separately from the issue itself.
• Focus on interests, not positions.
• Invent options for mutual gain: brainstorm several possible solutions before choosing one.
• Insist on objective criteria: use fair standards both sides accept, such as market prices, published rules or past examples.

Know your BATNA

• BATNA stands for 'best alternative to a negotiated agreement': what you will do if you do not reach a deal. The term comes from Getting to Yes.
• PON lists four steps: list your alternatives, evaluate them, decide which you would actually pursue if talks fail, and work out your reservation value, the lowest deal you would accept.
• Your BATNA gives you confidence. If you have another internship offer, you can calmly decline a poor one.
• PON advises identifying realistic alternatives, not hypothetical ones, and comparing them on truly equivalent terms.
• Think about the other side's BATNA too. PON suggests assessing it as carefully as your own.

The zone of possible agreement

• PON describes the zone of possible agreement (ZOPA) as the range in which a deal can be reached.
• Worked example: you are selling your old bike. The lowest you would accept is 300 dirhams. A buyer is willing to pay up to 450 dirhams. Any price from 300 to 450 is in the ZOPA.
• If the buyer's maximum were 250 dirhams, there would be no ZOPA and no deal would make sense for both. Your BATNA (for example, selling to someone else) tells you to walk away.
• You rarely know the other side's limit, so ask questions and listen before naming a number.

A simple negotiation plan

• Before: write your interests, your BATNA, your reservation value and two or three possible options.
• During: open politely, ask about their needs, share yours honestly, suggest options and refer to fair standards.
• Script for a shift swap: 'I have an exam on Thursday. I know Saturdays are busy for you. Could I swap my Thursday for your Saturday, or work an extra hour on Friday instead?'
• After: confirm what was agreed in writing, even a short message, so everyone remembers it the same way.
• Stay respectful. A good negotiation should leave the relationship intact or stronger.