A Friendly, Real-World Guide for Buyers & Sellers**

After 45+ years helping clients navigate some of the most emotionally charged and financially significant decisions of their lives, I can tell you this:
Great negotiation isn’t about pressure—it’s about preparation. And one of the most important preparation tools any buyer or seller can have is something many people never even think about: a BATNA.

Let’s make this simple and practical.

What Is a BATNA—and Why Does It Matter to YOU?

BATNA stands for Best Alternative To a Negotiated Agreement.
In everyday terms, it answers the question:

“What are my options if this deal doesn’t come together?”

Most people walk into a negotiation emotionally committed to making something work—an offer… a price… a repair request… a timeline. But here’s the truth:

When you know your BATNA, you’re more confident, more strategic, and far less likely to make concessions that hurt you.

When you don’t know your BATNA, you can end up feeling trapped… or worse, caving in simply to “get something done.”

Why Buyers and Sellers Need a BATNA

Before entering any negotiation, consider questions like:

• What if my home doesn’t sell at this price?

• What if this buyer won’t budge on their non-negotiables?

• What if the seller won’t accept my offer?

• What if the appraisal or inspection shifts the ground under our feet?

Thinking through these possibilities before you’re sitting at the table helps you:

• Stay calm

• Avoid reactive decisions

• Protect your financial interests

• Approach the negotiation strategically instead of emotionally

BATNA vs. Bottom Line: They Are Not the Same

Many people confuse their BATNA with their “bottom line.”

Your Bottom Line:

The very worst deal you’re willing to accept—even if it hurts.

Your BATNA:

What you’ll do if you walk away because the deal simply doesn’t make sense.

This distinction is powerful. Your BATNA isn’t about tolerating a bad outcome—it’s about choosing a smart alternative.

How Strong Negotiators Prepare Their BATNA

Whether you're buying or selling, professionals walk into negotiations with clarity. You can, too.

Here’s how:

✔ 1. Brainstorm Every Possible Alternative

What realistic options exist if the deal doesn’t come together?

✔ 2. Identify the Best Ones

Which alternatives are actually viable—financially, logistically, and emotionally?

✔ 3. Develop Your BATNA Into a Real Plan

A BATNA isn’t a fantasy. It must be something you could confidently take action on.

✔ 4. Keep It in Your Back Pocket

You don’t lead with your BATNA—but you anchor yourself with it.

Why Most People Never Think About a BATNA

Here’s the irony:The more emotionally attached someone is to “making a deal work,” the more they need a BATNA.

That attachment can cloud judgment and weaken negotiation posture.

As your real estate advisor, I bring objectivity, experience, and structure to help you:

• Clarify your options

• Understand the risks vs. rewards

• Maintain negotiating power

• Make smart decisions—not pressured ones

Preparation Wins Negotiations

The number-one mistake I see in failed real estate negotiations?Lack of preparation.

And without a BATNA, preparation is incomplete.

A clear BATNA helps you:

• Stay grounded

• Stay confident

• Stay outcome-focused

• And most importantly—protect your financial well-being

Every successful buyer and seller I’ve represented had a well-thought-out BATNA.
Let me help you build yours.

Ready for Strategic, Experienced, Data-Driven Guidance?

Whether you’re buying or selling, having an expert negotiator in your corner can be the difference between leaving money on the table… or making the best move of your life.

I’d love the opportunity to guide you.

Contact George Fotion, CalDRE #785373

Website: https://palosverdeshomesbest.com
Private, No-Tracking Home Search: https://SearchHomesInPrivate.com(Search homes for sale, in escrow, and sold—without being data-mined by big portals that sell your information to advertisers.)

Let’s talk through your goals, your options, and your BATNA—so your next move is a smart one.