The world’s oldest and grandest tales often hold the best lessons in strategy and leadership. Take the story of Abhimanyu from the ancient Indian epic, the Mahabharata.
Abhimanyu was a brilliant, courageous young warrior who knew how to enter the terrifying, spiral-shaped enemy formation known as the Chakravyuha . The fatal flaw in his planning? He didn’t know how to exit.
He charged in, relying on his allies to follow. But when the enemy used an unfair tactic to block his friends, Abhimanyu was isolated, disarmed, and trapped. His exceptional skills couldn’t save him because he lacked a fundamental backup plan—a viable escape route or alternative course of action.
In life, whether you’re negotiating a curfew extension, a project deadline, or a group plan, you can’t afford to be an Abhimanyu. You need a way out. You need a BATNA.
Your Strategy Secret Weapon: The BATNA
A BATNA (Best Alternative to a Negotiated Agreement) is simply your backup plan. It’s the best course of action you can take if the current negotiation fails and you have to walk away. It’s what you are “left with” if the deal doesn’t happen, your default state (Thompson, n.d.).
Sometimes, you might think you don’t have a BATNA, like when you only get one job offer or have only one option for a big purchase. But you always have one—you just might not like it.
Knowing your BATNA determines your leverage. If you feel good about your backup plan, you’ll feel confident and won’t concede too much. If you hate your BATNA, you’ll be desperate to accept a subpar deal (Thompson, n.d.).
Here are the essential Do’s and Don’ts for developing and leveraging your BATNA:
Developing Your BATNA: Be Proactive 🚀
| DO | DON’T |
| Be proactive about your BATNA. Think of it like a plant; it needs to be nurtured! If you’re looking for a new phone, talk to multiple sellers. If you’re seeking a club leadership role, explore other clubs you could join. Don’t be passive—always seek new options (Thompson, n.d.). | Panic if you think you don’t have a BATNA. You always do! The distinction is between having a BATNA and not liking your BATNA. Your backup might be staying in your current situation (like your current job or your current curfew) while you keep looking for a better offer (Thompson, n.d.). |
| Brainstorm all possible alternatives. Think creatively about every option if the current plan falls through. For a job negotiation, this could be accepting an offer from a different company, staying put, or looking for a new position. This is the first step in the Harvard Law School process for creating a strong BATNA. | Enter a negotiation without evaluating your alternatives. Before you walk in, you must analyze the value, cost, and consequences of each option, so you can clearly choose the “best” one (your BATNA). |
Leveraging Your BATNA: Be Confident and Ethical 💪
| DO | DON’T |
| Signal that you have a BATNA, without showing your whole hand. The other party will likely ask if you have other options. Rather than revealing exact details, say: “I have other options I’m intrigued by, but I prefer to talk about what it would take to work things out with you.” (Thompson, n.d.). | Lie when asked about your BATNA. Claiming to have offers you don’t actually have is unethical. If you’re caught, it will ruin your credibility and likely cost you the deal. A BATNA must be a real, viable alternative (Thompson, n.d.). |
| Share your top choice and target terms. Telling the other party they are your Number One choice can promote goodwill and speed up the process. If they agree to your terms, take the deal! If not, tell them you need time to “think it through,” which allows you to weigh their offer against your BATNA (Thompson, n.d.). | Start a bidding war. Playing multiple parties off each other—for example, trying to get two different companies to raise their salary offer against each other—can be seen as aggressive and short-sighted. You risk having your top-choice offer rescinded entirely (Thompson, n.d.). |
| Don’t forget to be gracious. Always thank the other party genuinely for their offer. Remind yourself how fortunate you are to have choices, and treat everyone with respect (Thompson, n.d.). | Become desperate. Your BATNA is your safety net. It prevents you from accepting an offer that is worse than the deal you could get elsewhere. Use it to define your reservation point (your “walk-away” minimum). |
In all of your dealings, remember the tragic lesson of the young warrior. Don’t go in with a brilliant plan but no way out. The ultimate strategic move, and the mark of a true leader, is not the initial brave charge but the wisdom to always have a strong, viable alternative ready. Be prepared to walk away—it’s the surest way to get a better deal.
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