Factory floor: spot the fake BATNA
Identify a weak BATNA signal and choose a response that tests credibility without escalating.
Omar says other vendors can start Monday, but the room shows weak preparation. Find the visual clue that should make Nia test the claimed BATNA before conceding. Unopened vendor comparison folder on the worktable Correct. An actionable BATNA usually has evaluated options and handoff details; an unopened comparison folder suggests the walk-away threat may be untested. Omar's confident gesture toward the supplier Plausible but weaker. Confidence is a pressure signal, not proof of a BATNA. The principle is to test execution evidence, not posture. Engineer watching the machine with a worried expression Useful context, but not the strongest clue. It…
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