BATNA is a core negotiation concept. Knowing yours gives you power and clarity in every client discussion.
What is BATNA?
BATNA stands for Best Alternative To a Negotiated Agreement. It's your best course of action if your current negotiation fails. For a freelancer, it's your backup plan when a client offer isn't good enough.
Why is this important?
Your BATNA is your source of power. It prevents you from accepting bad deals out of desperation. Knowing you have other options, like another project lead or a retainer, lets you negotiate confidently for better terms.
How does it work?
First, identify your real alternatives if this deal ends. This could be other client work, a personal project, or even taking time off. Then, compare the client's offer to your BATNA. Only accept the deal if it's better than your best alternative.
Pros and cons
The pros are clear: stronger negotiation power, less emotional pressure, and better financial outcomes. The main con is that it requires work to develop alternatives via networking or maintaining a pipeline, which takes consistent effort.
Conclusion
Never enter a negotiation without knowing your BATNA. It transforms you from a price-taker to a confident business partner. This simple framework is essential for protecting your time and value.
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