Best Alternative Mapping
What is Best Alternative Mapping?
Best Alternative Mapping is the systematic development and assessment of all courses of action before a negotiation. It makes your own BATNA tangible and also reveals the other side's alternatives.
Best Alternative Mapping in Detail
While the BATNA names the single best alternative, Best Alternative Mapping is the methodical process behind it: the structured gathering, specifying, and comparing of all realistic options in case no agreement is reached. This also includes estimating the other side's alternatives, because their BATNA determines their room to maneuver. The result is a kind of “map” of both sides' options, from which negotiating power, target values, and the ZOPA (the zone of possible agreement) can be derived. Best Alternative Mapping is thus a central building block of professional negotiation preparation and protects against giving in prematurely under pressure.
In practice, Best Alternative Mapping is the systematic extension of the BATNA idea: instead of knowing just one alternative, all realistic courses of action for the case of non-agreement are captured, assessed, and compared. This creates a clear picture of how strong your position really is and where there is room to maneuver. It is proven practice to gather possible alternatives, evaluate their attractiveness and feasibility, and determine the best as a reference point. Ideally, the other side's alternatives are considered as well. Those who map their options thoroughly negotiate with more self-assurance, spot weak offers faster, and can appear more credible, because they know they are not dependent on an agreement.
How does Best Alternative Mapping work?
In several steps: gather and realistically assess your own alternatives, determine the best as your BATNA, estimate the other side's alternatives, and derive the balance of power and target range from them. The mapping is ideally recorded in writing and updated before the negotiation.
Best Alternative Mapping – Examples in Practice
Before a supplier negotiation, a purchasing team lists all possible replacement suppliers with their prices and conditions. A start-up maps alternative investors before a financing round. A manager reviews their employee's internal and external options before the salary round.
Best Alternative Mapping: Key Features at a Glance
- Systematics: capture all alternatives in a structured way
- Assessment: compare options realistically
- Both sides: also estimate the other side's BATNA
- Derivation: determine negotiating power, target values, and ZOPA
- Benefit: protects against giving in prematurely
Related Terms
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Best Alternative Mapping: Frequently Asked Questions
What is Best Alternative Mapping?
The systematic development and assessment of all courses of action before a negotiation – the basis for a robust BATNA.
What is the difference between BATNA and Best Alternative Mapping?
The BATNA is the single best alternative. Best Alternative Mapping is the methodical process by which you develop it – and the other side's options.
Why should you also map the other side's alternatives?
Because the other side's BATNA determines their room to maneuver and pressure. Knowing it, you can assess offers more realistically and argue more precisely.
When do you do Best Alternative Mapping?
In the preparation phase, before the actual negotiation – and you update it as soon as new information about options or market conditions becomes available.