Answer:
When negotiating, it is important to consider the alternative to a negotiated agreement (ATNA), also known as the "BATNA" or "best alternative to a negotiated agreement." The ATNA is the option that will likely be chosen if an agreement is not reached in the negotiation. This element of the planning and source of power in a negotiation is important because it helps the negotiator determine their bottom line and the minimum acceptable outcome for the negotiation. Knowing the ATNA also helps the negotiator assess their leverage and the potential consequences of not reaching an agreement. By considering their ATNA, the negotiator can make more informed decisions and negotiate more effectively.