BATNA deck for price and scope pressure
Recall BATNA-based moves for handling price, scope, and schedule pressure.
Definition What is BATNA? The best alternative to a negotiated agreement: what you will do if this deal or concession is not accepted. A BATNA is real only if the team can actually execute it. Compare Concession reflex vs BATNA discipline The disciplined move protects both relationship and baseline. Customer pressure Just include the extra cleanup. It is small compared with the contract value. The cleanup is 140 hours and not in the funded scope. Your line I understand why the cleanup helps the mission. We can price it, trade it for the dashboard enhancement, or do a limited sample…
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