Know your walk-away before discounting
Use BATNA and ZOPA to evaluate a discounted engineering fee request without reacting from fear or optimism.
$55K gap between priced scope and client offer 91% team booking for next six weeks 3 levers besides fee: scope, schedule, billing The client offers $185K against a $240K proposal. What is the strongest next move? Compare the deal to your realistic BATNA, then propose a traded package that changes fee only with scope, schedule, or terms Accept the fee to protect the relationship because future work may recover the margin Hold firm at $240K and avoid explaining the economics so the client sees confidence Cut internal QA and senior review time to fit the client's number while keeping the…
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