What is NEGOTIA and how does it work?

NEGOTIA is an AI negotiation simulator. You choose a business scenario and a methodology, negotiate in text or voice with AI opponents that have their own goals and walk-away points, and receive an objective score with concrete feedback. The first 3 simulations are free.

How does the AI score my negotiation?

Every turn is analysed for tactics such as SPIN questions, anchoring, concessions and empathy, and for sentiment that changes the opponent's trust and resistance. The debrief gives a 0-100 score, a 10-skill radar and Harvard, SPIN and BATNA methodology scores, with what you did well and what to improve.

Can I practise my own B2B deal or custom scenario?

Yes. The custom scenario builder lets you describe your deal, your goals and the opponent's profile in English or Russian, then negotiate it as many times as you need.

How is NEGOTIA different from manual roleplay training?

Manual roleplay needs a trainer or colleague, is scheduled and gives subjective feedback. NEGOTIA is available 24/7, replays scenarios under identical conditions, uses tougher realistic opponents and scores every session objectively.

How much does NEGOTIA cost?

3 simulations are free. NEGOTIA Unlimited costs $14.99 per month for unlimited simulations, voice mode, the AI coach and custom scenarios. You can cancel anytime.

9 min readUpdated: 2026-06-15

BATNA: what it is and how to calculate your best alternative in a negotiation

IN SHORT

BATNA (Best Alternative To a Negotiated Agreement) is what you will do if the negotiation fails. The stronger your BATNA, the more confidently you can walk away from a bad deal. Calculate it before you negotiate, improve it, and use it to set your walk-away point.

Definition of BATNA

Roger Fisher and William Ury introduced BATNA in Getting to Yes (1981), the book that came out of the Harvard Negotiation Project. A BATNA is not a wish or a compromise. It is a concrete course of action you can take without the other party.

Example: you are negotiating salary with a new employer. If you hold another offer at $95,000, that offer is your BATNA. Accepting anything below it (adjusted for other terms) is irrational.

BATNA vs reservation price vs ZOPA

BATNA is the alternative. The reservation price (walk-away point) is the numeric threshold derived from it: the worst terms you will still accept. ZOPA (zone of possible agreement) is the overlap between both parties' reservation prices.

The order is always the same: first the alternative (BATNA), then the threshold (reservation price), then the deal zone (ZOPA).

How to calculate your BATNA in 5 steps

01List every real alternative: other offers, other suppliers, do it yourself, delay, do nothing.
02Value each one in money and non-money terms: time, risk, effort, reputation.
03Pick the single best one. That is your BATNA. Do not add alternatives together; you can only execute one.
04Set your reservation price: which offer from this party is equivalent to your BATNA.
05Estimate the other side's BATNA: what will they do if you say no? This reveals how much real leverage you have.

How to strengthen your BATNA

Negotiation power comes from the quality of your alternatives, not the volume of your arguments. The best way to improve your position is to create a new alternative in advance: request another quote, run a parallel interview, prepare an in-house option.

Reveal your BATNA only when it is strong and credible. If it is weak, keep it private and focus on interests and objective criteria.

Common mistakes

01No BATNA at all: the negotiator accepts anything out of fear of ending up with nothing.
02Inflated BATNA: wishful thinking ("another company will surely hire me").
03Bluffing about an alternative that does not exist: destroys trust once exposed.
04Ignoring the other side's BATNA: without it you cannot see where their limit is.

BATNA in the NEGOTIA simulator

In NEGOTIA the preparation sheet starts with a BATNA field, and every AI opponent has its own hidden walk-away point. Your debrief includes a separate BATNA skill score (0–100): how confidently you relied on your alternative, whether you conceded below your threshold, and whether you used it as leverage.

FAQ

What does BATNA stand for?

Best Alternative To a Negotiated Agreement, a term from the Harvard Negotiation Project.

Should I tell the other side my BATNA?

Only if it is strong and verifiable. Revealing a weak alternative lowers your position.

Can my BATNA change during a negotiation?

Yes. New offers, deadlines and information change your alternatives, so review your BATNA as you go.

Practise this in the simulator

Negotiate with an AI opponent using this technique and get a 0–100 score with a breakdown of your mistakes. Your first 3 simulations are free.