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In the previous video focusing on interests, Vanessa Seyman often mentioned the term options. Clearly, focusing on interests rather than on positions expands the range of options available to negotiators. What, precisely, is an option? What is the difference between an option and a seemingly similar term – an alternative?

Options, in negotiation terminology, refers to all the things that you and your counterpart to a negotiation can agree on – anything that can happen “inside” a negotiation, so long as you both agree.

Alternatives, in negotiation terminology, is a concept that refers not to your possibilities inside the negotiation, but rather outside of it. What possibilities or solutions might you have, outside of this current negotiation? What outcomes could you reach on your own, without obtaining the agreement of your counterpart to this negotiation? Understanding the difference between these two is important, in order to keep your negotiation analysis on track.

To clarify your understanding of alternatives, watch the video below. The first part is a recap from the previous unit, which explains two key negotiation elements – alternatives and BATNA (or Best Alternative to Negotiated Agreement). The second part describes how the concepts of alternatives and BATNA are used specifically in interest-based negotiation.

Length: 5:45 minutes