Use BATNA and ZOPA on the claim call
Recall the BATNA/ZOPA moves needed for a commodity claim or term negotiation.
Definition What is BATNA in a claim negotiation? Your best alternative if no settlement is reached. It sets your private walk-away and prevents desperate concessions. What is ZOPA? The settlement range where both sides prefer agreement to their alternatives. If there is no overlap, forcing agreement wastes time. Move What should you say when they demand a split? Start with evidence and range, not relationship guilt. Objection "If you do not accept today, we invoice the full claim." The other side is trying to make time pressure replace evidence. Your line We can close today inside the document-supported range if…
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