POOL-SERVICE-BUSINESS5 MIN READ
Negotiate the Chlorine Shortfall Without Bluffing
Use BATNA and ZOPA concepts to negotiate a chemical supply shortfall with a vendor.
Dana D Chemical supplier rep B BATNA I Interests Z ZOPA C Commit Supply crunch 20 sec The shortage The delivery is 40 percent short before a heat wave. You have 180 weekly accounts and limited alternate supply. A bluff may feel strong, but a tested BATNA gives real leverage. 40% delivery shortfall
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