Prepare a BATNA Before Vendor Renewal
Identify BATNA, interests, and walk-away points for a public vendor negotiation.
The permitting vendor proposes an 18 percent renewal increase three days before agenda cutoff. BATNA preparation: interests, alternatives, walk-away, and tradeable terms. The trap is negotiating only the percentage increase while the vendor controls deadline anxiety. Interests City interests: uptime, legal retention, staff continuity, resident portal reliability, predictable cost. Interests show what price is buying. Alternatives List a one-year bridge, cooperative contract search, manual backup for low-volume permits, and data-export project. Alternatives convert fear into comparison. Walk-away Define the approval ceiling and conditions: no multi-year term without service credits and data-export rights. A walk-away prevents late concessions. Trade Offer term…
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