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Lesson
Lesson 2: Timing and tactics: BATNA and who names a number first
The learner chooses the timing and tactics of a negotiation: relies on their BATNA, justifies their range, and takes time to think it over.
BATNA, timing, and negotiation tactics
BATNA, timing, and polite, fact-based bargaining
BATNA (Best Alternative To a Negotiated Agreement) is your best alternative if the negotiation doesn't work out. It could be another offer, your current job, or a freelance contract. The stronger your BATNA, the more confidently you negotiate: you know you have a fallback, and you don't accept the first offer out of fear.
When should you name a number? The best moment is after the employer makes an offer. Before that you have less leverage, and naming a number first works against you: you may lowball yourself or come in above the company's budget. If the employer does ask about your expectations early, you can give a range based on market data.
How do you justify your ask? Point to the market, not to personal needs: “Industry surveys put the range for this role and location at X–Y; given my experience, I'm aiming for the upper end of the range.” A counteroffer backed by market data often raises the offer by 10–20%.
The pause rule: it's normal to take 24–48 hours before responding to an offer. The line “Thank you for the offer — I'd like a couple of days to think it over” sounds professional. Don't accept an offer on the spot: you won't have time to evaluate all the components and compare alternatives. Negotiate politely and with facts — no ultimatums, no emotions.
Lesson notes
BATNA, timing, and polite, fact-based bargaining
BATNA (Best Alternative To a Negotiated Agreement) is your best alternative if the negotiation doesn't work out. It could be another offer, your current job, or a freelance contract. The stronger your BATNA, the more confidently you negotiate: you know you have a fallback, and you don't accept the first offer out of fear.
When should you name a number? The best moment is after the employer makes an offer. Before that you have less leverage, and naming a number first works against you: you may lowball yourself or come in above the company's budget. If the employer does ask about your expectations early, you can give a range based on market data.
How do you justify your ask? Point to the market, not to personal needs: “Industry surveys put the range for this role and location at X–Y; given my experience, I'm aiming for the upper end of the range.” A counteroffer backed by market data often raises the offer by 10–20%.
The pause rule: it's normal to take 24–48 hours before responding to an offer. The line “Thank you for the offer — I'd like a couple of days to think it over” sounds professional. Don't accept an offer on the spot: you won't have time to evaluate all the components and compare alternatives. Negotiate politely and with facts — no ultimatums, no emotions.