Warranty Negotiation Battlecards
Recall practical moves from BATNA / principled negotiation.
"If you deny this, we will move the account." Your line I understand the account risk. Let us protect the relationship by reviewing the evidence and options against the same criteria. Do not counter-threaten or concede before evidence. It separates the relationship concern from the entitlement decision. Position versus interest Options emerge when you ask what the demand is trying to accomplish. What is your BATNA in a warranty dispute? The best alternative if no agreement is reached. Knowing it helps you stay fair without being cornered by pressure. "Other suppliers would cover this." I can compare our decision against…
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