Alandete advises negotiating with BATNA in mind

Leopold/oldo Alandete, expert in negotiation and conflict, Manager of LA& Asociados, was the main speaker at the conference, held a few days ago and organized by Aeutransmer, on "Negotiation Techniques in Transport", which was subsidized by the General Directorate of Transport of the Ministry of Public Works under the Aid Plan.
Javier de Mauricio, Technical Secretary of Aeutransmer, presented the event, which was very well attended, and then moderated the subsequent debate. The speaker, chosen for his extensive professional experience, delivered a dynamic presentation, engaging the audience and incorporating examples and practical exercises. Alandete defined negotiation as "a process full of ups and downs that requires preparation" and emphasized that "the time we take to think is vital." In this regard, he indicated that the preparation time we dedicate to each side is usually misallocated, as we spend too much time on our own position and too little on the other side's. "For a successful negotiation, we must dedicate more time to understanding the other party's what, how, why, interests, goals, etc., always keeping in mind that the other party is neither my enemy nor my adversary."
The speaker grouped the key factors for preparing a negotiation into seven: alternatives, interests, options, legitimacy, communication, relationship, and commitment. Alandete elaborated on each of these and established the term BATNA (Best Alternative to a Negotiated Agreement) or MAAN (Best Alternative to a Negotiated Agreement) as the benchmark for negotiation. The goal of a negotiation is to reach an agreement. If that agreement falls "below our BATNA"—that is, if there are other alternatives that better address our interests—"that negotiation is not worthwhile for us," he explained.

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