BATNA: Discount Discipline Before Procurement Calls
Prepare a BATNA-based walk-away line before responding to discount pressure.
A discount is a trade, not a reflex. BATNA Makes the Alternative Concrete Without a BATNA, the seller compares the buyer's demand to the pain of losing. That makes almost any concession feel rational. With a BATNA, the seller compares the demand to realistic alternatives: delay, scope reduction, another deal, better terms, or walking away. Translate Alternatives Into Comparable Terms A buyer may say another vendor is cheaper. The seller has to translate: same scope, risk, support, integration, timeline, legal terms, and success accountability? If not, the alternative is not equivalent. BATNA analysis prevents headline-price comparisons from controlling the conversation.…
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