Exclusivity Without A Cage
Negotiate exclusivity by defining BATNA, narrowing scope, and trading restrictions for value.
Hidden opportunity cost Lina has a strong $60,000 offer, but the proposed exclusivity could block multiple future technology categories. The negotiation is not fee versus no fee; it is present fee versus future option value. Negotiation path BATNA -> scope -> trade Protect leverage by naming the alternative, narrowing the restriction, and trading any extra lockout for value. Shortcut Accept the headline fee and let broad language sit in the contract. The buyer gets brand protection without owning the whole future market. A restriction should be as narrow as the buyer's real interest and as expensive as the opportunity it…
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