BATNA and ZOPA in client fee talks

Another firm can do it for less. Fee objection The client challenges your proposed fee after receiving a cheaper quote. Your line I understand the comparison. To make this useful, let's compare scope and risk coverage. We can hold the full scope at this fee, or reduce the fee by narrowing the review depth. Matching the lower number before comparing scope turns the other firm's assumptions into your economics. The response protects value and creates options without insulting the client. What is BATNA in a client fee negotiation? The best path you will take if you do not reach agreement…

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