Mention Your BATNAs During a Negotiation

Your counterpart will negotiate less aggressively when they hear your alternative options.

Person during a job interview who tells the interviewer that they are interviewing at other places

Overview

Be honest with your BATNAs (DeRue, Conlon, Moon, & Willaby, 2009).

Negotiators who are perceived to have many (rather than few) alternatives (1) will be considered more attractive negotiation partners, (2) will be less likely to have others negotiate aggressively with them, (3) will more easily reach an agreement, and (4) will capture a higher percentage of the value in negotiations. (Malhotra & Bazerman, 2008)

Plus, this disclosure gets your counterpart to be honest as well (Collins & Miller, 1994). You’ll hear a more accurate portrayal of their needs — which can lead to better outcomes for you and them.

Collins, N. L., & Miller, L. C. (1994). Self-disclosure and liking: a meta-analytic review. Psychological bulletin, 116(3), 457.
DeRue, D. S., Conlon, D. E., Moon, H., & Willaby, H. W. (2009). When is straightforwardness a liability in negotiations? The role of integrative potential and structural power. Journal of Applied Psychology, 94(4), 1032.
Malhotra, D., & Bazerman, M. H. (2008). Psychological influence in negotiation: An introduction long overdue. Journal of Management, 34(3), 509-531.