BATNA Pocket Guide for Partner Negotiations
Recall BATNA and ZOPA negotiation concepts and apply them to partner exception requests.
What is BATNA in a partner negotiation? Your best alternative if you do not reach agreement. It gives you a walk-away line so the partner's urgency does not become your strategy. What is ZOPA? The zone of possible agreement where both sides can accept the deal. If the partner request sits outside the zone, trade terms or choose your alternative. We need priority implementation support now or the customer may go cold. Partner asks for scarce support before the deal is committed. Your line We can reserve priority support if we have a confirmed close plan, executive sponsor, and implementation…
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