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By:

Rahul Kulkarni

30 March 2025 at 3:32:54 pm

BATNA for Internal Politics

Your authority is limited. Your alternatives decide your leverage One new problem shows up … especially in Indian MSMEs: You realise your authority is not as strong as your designation. And this is where many leaders get emotionally confused. They think, “I’m the leader. Why is this not happening?” Simple answer: because in legacy MSMEs, hierarchy is only one power source. Informal power is often stronger: old relationships, ownership proximity, “I’ve been here 20 years,” vendor networks,...

BATNA for Internal Politics

Your authority is limited. Your alternatives decide your leverage One new problem shows up … especially in Indian MSMEs: You realise your authority is not as strong as your designation. And this is where many leaders get emotionally confused. They think, “I’m the leader. Why is this not happening?” Simple answer: because in legacy MSMEs, hierarchy is only one power source. Informal power is often stronger: old relationships, ownership proximity, “I’ve been here 20 years,” vendor networks, customer control, even family dynamics. So, you need a different power lens, one that works without shouting. That’s where BATNA comes in. Which Seat? Inherited seat:  You may have authority, but you’re still negotiating with legacy power … sometimes inside your own family. Hired seat:  You have the title, but you may not have the “last word”. People will test it. Promoted seat:  You may have trust, but you’re negotiating with peers who remember when you were “one of us”. Different seats. Same reality: you will negotiate more than you will command. Job Offers Metaphor You’ve seen the difference in a person’s tone when they have options. Someone with one job offer is careful, anxious, overly accommodating. Someone with two job offers is calm, direct, not rude … just clear. Nothing about their IQ changed. Only one thing changed: Their alternatives. That’s leverage. BATNA is just a formal word for this. It comes from negotiation theory (Fisher and Ury popularised it in Getting to Yes ). It stands for: Best Alternative To a Negotiated Agreement. In human language: If this negotiation fails, what do I do next? If your answer is “nothing”, you have no leverage. And in internal politics, if you have no leverage, you end up doing one of two things: you beg, or you explode. Both are bad leadership looks. Why BATNA Matters People think negotiation is for vendors and customers. Wrong. In MSMEs, the hardest negotiations are internal: “Give me the data on time.” “Stop bypassing the process.” “Follow the dispatch sequence.” “Don’t promise impossible delivery dates.” “Raise issues early, not at the last moment.” These are negotiations because the other side has ways to resist: delay forget “network” around you create exceptions act helpless escalate to someone above you So the question becomes: what happens if they don’t agree? If nothing happens, your rule becomes optional. Uncomfortable Truth This is where people misunderstand BATNA. They imagine dramatic options: “I’ll fire him.” “I’ll resign.” “I’ll replace the whole team.” That’s not a BATNA. That’s fantasy. In an MSME, your alternatives are usually not dramatic. They’re structural. A real BATNA often looks like: changing the route, not changing the person building a bypass, not winning an argument shifting the decision to a different forum narrowing scope: “Fine, we’ll run the pilot without you” making a gate: “If you don’t update, you won’t get approval” using coalition support (Week 9, we’ll come to that) BATNA is not about ego. It’s about options you can actually execute. Internal BATNA Let’s say a senior person refuses to share numbers. No BATNA approach:   “Please share… please share… why aren’t you sharing… I told you…” BATNA approach:   “Okay. This week, we’ll review only what is on the scoreboard. Anything not on it won’t get discussed or approved.” Or a team keeps bypassing the new PO flow. No BATNA: “Stop doing this. I’ve told you.” BATNA:   “Any PO without the standard details won’t be processed. Emergency exceptions only through me, and we’ll log them publicly.” Or a salesperson keeps overpromising delivery. No BATNA: Argue repeatedly. BATNA:   “Quotations will carry a standard lead time unless production confirms. If you want exception lead times, you must bring confirmation in writing.” Notice: no shouting. No moral lecture. Just a shift in the rules of the game. That’s leverage. (The writer is a co-founder at PPS Consulting. He is a business transformation consultant. He could be reached at rahul@ppsconsulting.biz.)

Bharat’s Jetson Cities, Light-years Away from Nature

Updated: Jan 20, 2025

Jetson Cities

One thing is for certain: our Bharatiya cities, the big metros and towns, are fast becoming like the ‘Jetson’ cities. For those who are unaware of Jetson cities, these were first shown in the famous Hanna-Barbera cartoon series, the Jetsons, set in the 2100s, where cities are air-tight glass globules tethered to the ground, and the only way to get in and out are the flying cars. Yes, we, the city-dwellers, aspire to tall skyscrapers, spectacular bridges, world-class tunnels, swooshing metro trains, and we are building Jetson-like flying cars. A few HD drone images here and there, during the day and at night and around twilight, and we are content that our cities have become the cynosure of our own eyes. We want our cities to be brightly lit, with neon signs, laser shows, and large billboard videos. We would then fulfil our inner desire to have a city on par with Tokyo, New York, and Shanghai.


Our buildings, designed for the next 30 years, are well air-conditioned, shielding occupants from a soupy dust bowl of brown smog, soot, particulate matter, and fine dust. It is said that most new home buyers invest at least 10% of their property’s price in enhancing the interiors, soundproofing their homes, using air purifiers and conditioners, and disconnecting from the outside world for that much-needed solace. Indeed, large builders promote their projects as close to nature amidst tranquillity. However, there is always another builder eager to get one plot of land ahead of yours to enjoy that nature. To be truthful, access to nature now comes at a premium - even the skies.


Let’s assume the working-age population is occupied in the leisure of our Jetson cities, but how many of their young school and college-going kids have seen the long arm of the Milky Way galaxy from their cities? How many have witnessed a comet zooming by? How many know about endemic plants with medicinal properties? When did they last see a chirping house sparrow? How many know that the nearest sewage drain was once a freshwater stream? When did they last find their suburban beach prettier than the resort beaches of Maldives?


The intent to ask these questions is simple: Bharat is currently at a crossroads. Pundits are enthusiastic about a cultural renaissance on the horizon. Corporate leaders, on the other hand, want us to invest hundreds of hours each week to pay our dues to the growth of the national GDP. But no one asks, if a cultural renaissance is to occur, who will generate the new understandings and insights of nature that arise typically during such a period of human advancement? No one is actually asking, for whom are we building the nation if there is no time for children, or worse, if there is no time or intent to have children. In the process of growing rich, we are about to become old. By 2047, 65% of the population under the age of 35 will grow beyond 35 all at once, and we’d have an enormous population in advanced ages with a tapering young population, a graph that looks like a banyan tree. Unfortunately, that young population will have no access to the knowledge that nature has to offer, neither flora and fauna nor the seas and the skies.


Our urbane lifestyles need tempering. Such tempering can occur only if we ensure the revival of natural sciences during this period of cultural renaissance and nation-building. Let’s not rely solely on the educational system. With Indian Knowledge Systems, constructive changes are underway, and academic curricula are poised to improve for the greater good. However, true knowledge arises only when parents and grandparents introduce children to nature. Genuine understanding also develops from extracurricular activities in schools and colleges that encourage kids to observe, journal, and act on their discoveries. On the positive side, our country’s forest cover is increasing, as announced by the government. However, efforts must be made to ensure that every school or college, whether in Mumbai, Vijayawada, Gorakhpur, Ratlam, Thrissur, Bhuj, Faridabad, Imphal, Manali, Cuttack, or Ajmer, guarantees that their students are well aware of the endemic nature of their surroundings and are regularly observing and recording data on whatever interests them. Let kids observe rivers and understand the volume of water that flows through them. Let children learn about the decline of house sparrows in their cities and what steps should be taken to revive their populations. Let them study the bees in their nearby groves and recognise the vital role these bees play in nature.


Of course, you need to learn AI, robotics, fintech, the next generation of management courses, and all the engineering bells and whistles. However, we must not leave the next generation with inadequate comprehension and skills for understanding nature. We must ensure that nature conservation is not merely lip service or a tool for politicised green activists. This can be achieved if natural sciences are given the respect they deserve at the school, undergraduate, and postgraduate levels.


Indeed, I am a plebeian, and you might feel that you, too, could write a rant about the plight of our urban lives. Urban development and municipal experts have many solutions to propose, but few are willing to take action. However, that is not the issue I wish to highlight. I aim to illustrate a much larger concern—that Indian city dwellers are disoriented and devoid of nature, lacking a guiding star to lead them toward a brighter future. Our cities of Mumbai, Delhi, Bengaluru, Ahmedabad, Kolkata, and Chennai have taken on characteristics reminiscent of Jetson-like cities. We show little regard for the Nagar Devata, Gram Devata, and Van Devata, who have protected the cities, towns, and forests that once surrounded us. We wait for formal governance to clean up our beaches, rivers, and ponds without making sufficient efforts to prevent pollution in the first place.


For those striving to grasp spirituality not through the Puranas and Aadi-Granth but through new-age podcasts, I recommend watching Vinay Varanasi’s podcast on Bhagavan Vishnu’s Dashavatar. If it is clear that Bhagavan Vishnu does not tolerate disregard for Bhudevi or Mother Earth, why do we, the devotees of Bhagavan Vishnu, continue to pollute our Mother Earth—her air, soil, waters, and sounds? Or have we taken Elon Musk's words at face value, assuming our next destination is Mars after destroying Earth, only to ruin Mars later, even worse than its current clinically sterile state? If that is the case, then bear with me when I say this: these Jetson cities stand on precarious pillars of ego, victimhood, apathy, and consumerism, waiting to be toppled either by the true harbingers of order or by false prophets. Therefore, teach the next generations to observe nature, appreciate our coexistence with other species, and venerate the forces of nature. By doing so, we humans will be good, at least for the next thousand years. If not, prepare for a bleak future by the end of this century.


(The author is a Space and Emerging Technology Fellow at the Centre for Security, Strategy and Technology, Observer Research Foundation, Mumbai. Views personal.)

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