Negotiation fallback quick reference
Recall BATNA, ZOPA, and fallback discipline for contract negotiations.
What is BATNA in a contract negotiation? Your best alternative if this agreement is not reached. It anchors whether a concession is better than walking away or pursuing another path. What is ZOPA? The range where both parties can accept a deal. If your reservation point and theirs do not overlap, wording alone will not solve it. Fallback vs concession Good fallbacks are designed before pressure peaks. The customer says this is non-negotiable. Your line Understood. The point we need to solve is the risk behind it; here is a version that protects that risk within our authority. Do not…
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