Know your BATNA.

知道你自己的batna。

Having a BATNA means doing your homework before you begin your negotiation.

拥有BATNA意味着在开始谈判之前要做许多的准备工作。

That said, sooner or later each of us finds ourselves in a situation where we have a really lousy BATNA.

如此说来，我们每一个人早晚都可以找到自己的位置一个达成谈判协议的最佳方案。

Furthermore, to negotiate with greatest success, you should not only know your own BATNA, but also learn to accurately estimate your partner's BATNA.

此外，为了能够最大限度的获得成功，你不仅要了解自己的BATNA，而且要学会准确估计对方在谈判协议无望达成时的最佳备选方案。

When creating a BATNA, you should first brainstorm a list of all available alternatives that might be considered if the negotiation proves unfruitful.

在制定BATNA的时候，首先应当列出在谈判无果的时候可供考虑的所有可替换性选择。

In fact, one of the most important things you can do to be a successful negotiator is to understand the power of developing a strong BATNA before starting any negotiation.

作为一个成功的谈判专家所必备的能力之一，就是在任何谈判前都能认识到制定一个强有力的BATNA所起的作用。

Even if your BATNA clearly stinks, most people you negotiate with will be willing to give a little just to create some good will for the working relationship you are establishing.

即使你的方案明显很烂，大多数和你谈判的人还是会愿意稍微让步一点以便未来可以和你建立一个良好的合作关系。

Having a strong BATNA will let you know whether or not to accept a negotiated settlement because you will already know whether it is possible to obtain a better outcome by alternative means.

掌握一个强有力的BATNA将会帮助您判断接受某个谈判条件的时机，因为你已经事先了解能否还有别的什么备选条件可以换取更好的谈判结果。

Any basic course on negotiation will introduce the concept of BATNA, which emphasizes the importance of determining what your alternatives and options are if the negotiation doesn't reach agreement.

任何有关谈判的基础课程都会介绍有关BATNA的概念，它是强调在谈判无法达成一致的情况下确定你所拥有的选择的重要性。

Practical application of the BATNA concept includes planning for adequate time in your negotiation preparation to research potential options for what you would do if your negotiation doesn't work out.

对BATNA概念的实际应用包含在谈判的准备阶段，以充分的时间来研究在谈判不奏效的情况下，存在的可能的备选方案。