Use BATNA and ZOPA logic to revise a sponsorship package without giving away value.
Negotiation The sponsor wants the title package but says the price is beyond budget. You still have alternatives, and several package variables are not yet defined. The goal is not to win the first argument. The goal is to find whether a rational overlap exists. BATNA -> ZOPA Trade variables before discounting BATNA defines walk-away strength. ZOPA defines possible agreement. Sponsorship packages create ZOPA through variables, not price alone. Shortcut Cut 15% and hope procurement approves. You protect price integrity while still creating movement. A sponsorship package is a bundle of rights. Change the bundle deliberately before changing the price.…
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