COMMODITIES-TRADING5 MIN READ
Negotiate demurrage without giving away your BATNA
Use BATNA and ZOPA to negotiate a demurrage claim while preserving leverage and relationship.
Marc M Supplier commercial manager 1 Facts 2 Range 3 Close Claim call 4 min Demurrage Marc wants a 50/50 split on $96k demurrage after a lab certificate delay. You need to protect leverage without turning the relationship into a fight. $96k claim 38h berth delay
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