Walk a Warranty Dispute With Evidence
Navigate an aftersales decision using BATNA / principled negotiation.
The pressure A distributor disputes a denied warranty claim on a failed motor. Sales wants an exception; engineering says misuse is likely. The customer needs action, but the team must avoid promises it cannot keep. Principled warranty negotiation Choose by evidence, customer impact, and reversibility rather than by volume. Shortcut React to the loudest signal Trust survives the constraint. Strong aftersales decisions make the next true step visible. Separate position from interest Node 1 The distributor says, "Approve it or we move the account." What is the strongest first move? Build options Node 2 Evidence is mixed: contamination is visible,…
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