Negotiate price after you translate your alternative
Use BATNA to decide when to improve, hold, or walk from a counteroffer.
Counteroffer Marcus has 24 hours to answer a $690,000 seller counter. Another duplex is cheaper, but repairs and lease-up are uncertain. If he compares sticker price to sticker price, he may mistake a weaker alternative for leverage. BATNA path Alternative -> translation -> walk-away -> terms BATNA is not a mood. It is the best no-deal path converted into comparable value. Cheaper lead Feels like leverage The counter becomes a decision against a real outside option. The alternative controls the walk-away only after it is compared on the same risk-adjusted basis. 01 Translate 02 Walk-away 03 Message Translate the BATNA…
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