FREIGHT-FORWARDING5 MIN READ
Negotiate Space Without Bluffing
Use BATNA to negotiate carrier space with a credible alternative and a clear ask.
Elena EK Carrier account manager B BATNA A Ask C Commit Space squeeze 20 sec The call The carrier offered two containers; you need five. Your customer matters, but the carrier knows you do not control all lane volume. A bluff may win a moment and cost credibility for the next tender. 5 containers needed 2 space offered
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