In developing its negotiation strategy, the Postal Service should identify what is the Best Alternative to a Negotiated Agreement (BATNA). The BATNA is the next best alternative, or “walk away” alternative, should negotiations fail with the selected supplier. It is a key component of any negotiation strategy. Identifying the BATNA (e.g., an alternate supplier, manufacturing in-house, canceling the solicitation) will help determine the Postal Service’s leveraging power depending on the desirability of its BATNA.
