Walk the Offer Trade
Use BATNA and ZOPA to decide when and how to trade in an offer negotiation.
offer stage The salary ask is above band, but there may still be a zone of agreement if the recruiter uncovers the real interests. Over-trading salary can burn client trust; under-diagnosing can lose the candidate. BATNA + ZOPA Know the alternatives before making the trade A negotiation is not a tug-of-war over one number. It is a search for terms both sides prefer to their alternatives. Ask for more base Fast, but may miss the real concern. The offer stays credible and negotiable. The recruiter earns trust by making the agreement better than both sides' alternatives. 01 Diagnose 02 Frame…
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