What does 'WATNA' stand for in negotiation terminology?

'WATNA' stands for Worst Alternative To a Negotiated Agreement in negotiation terminology. While 'BATNA' (Best Alternative To a Negotiated Agreement) represents the best option a party has if the negotiation fails, WATNA represents the least desirable outcome if the negotiation fails and the party must resort to their alternative. Understanding your WATNA helps you to assess the risks of not reaching an agreement and provides a clear picture of the potential downsides you face. Analyzing your WATNA can also inform your negotiation strategy, as it highlights the areas where you are most vulnerable and need to focus on protecting your interests. For example, if a company is facing a potential lawsuit and their WATNA is a costly and damaging court case, they may be more willing to make concessions during settlement negotiations to avoid that worst-case scenario.