In HR and employee relations, we negotiate all the timeāwhether itās with employees, unions, or leadership. But too often, we go into those conversations focused only on compromise, not strategy. Thatās where many professionals fall short. One of the most powerful, underused tools in HR negotiation is BATNA, your Best Alternative to a Negotiated Agreement. If the deal on the table falls through, BATNA is the backup plan that protects your position and your organization.
Think of BATNA as your safety net. Itās the best outcome you can pursue if the current discussion ends without an agreement. Whether you’re handling a union negotiation, an ADA accommodation impasse, or a return-to-work disagreement, knowing your BATNA ensures you donāt negotiate out of fear or pressure, you negotiate with options, strategy, and confidence.
Letās not sugarcoat it, HR is often caught in the middle. Emotions run high. Deadlines loom. Everyone wants an answer. Without a clear BATNA, itās easy to get cornered into saying āyesā too soon or agreeing to terms that hurt the business long-term. A strong BATNA gives you leverage, and that leverage protects your credibility and the companyās interests.
Letās say a union presents terms that would drastically increase costs or create scheduling issues. If you donāt have a BATNA, you might cave to avoid escalation. But if youāve done your homework and developed a lawful, reasonable alternativeāsuch as adjusting overtime policies or temporarily redistributing labor, youāre no longer stuck. You have a plan. And that plan gives you the upper hand.
Now hereās the important part: BATNA isnāt about picking a fight or saying ātake it or leave it.ā Itās about staying grounded when negotiations get tense. Itās about clarity. Itās about protecting your integrity and avoiding reactive decisions. When you know your BATNA, you make smarter choices, not emotional ones.
BATNA-thinking builds trust. Leadership knows youāre prepared. Union reps see you as fair but firm. Employees respect your professionalism. HR professionals who think this way arenāt just managers, theyāre strategic leaders.
So, before your next big conversation, donāt just polish your talking points. Build your BATNA. Because being prepared for ānoā is often what leads to the smartest āyes.āitās essential.
Elga Lejarza
Founder & CEO
