Renewal negotiation cards
Recall the key BATNA/ZOPA moves for franchise renewal negotiation.
A franchisee enters renewal season saying, 'I have options.' The bad meeting is where both sides bluff instead of comparing real alternatives. BATNA and ZOPA help renewal conversations stay grounded in real alternatives and possible agreement terms. Omar found the true renewal issue was remodel financing, not royalty rate, after comparing both sides' alternatives. A renewal threat is just noise until you compare real alternatives. Before your next renewal call, write your BATNA, their likely BATNA, and the terms that might form a ZOPA. What is the renewal BATNA question? What will each side realistically do if no renewal agreement…
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