Walk LOI terms without giving away your BATNA
Use BATNA and ZOPA thinking to respond to LOI pressure across price, structure, and exclusivity.
LOI pressure The seller asks for a higher headline price, 60-day exclusivity, and no contingent consideration. Each concession changes leverage before diligence is complete. Negotiate the package BATNA -> ZOPA -> term trade Use your alternative to set the limit, then search for overlap across structure and process terms. Raise price Fast, visible, and often expensive. A term package that keeps leverage and protects downside. Do not spend price to solve a term problem until you understand the seller's real interest. 01 Price 02 Exclusivity 03 Upside Seller counter Seller asks for $6 million above your risk-adjusted case, citing a…
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