Quick Reference: BATNA and ZOPA Pocket Cards
Recall the core negotiation prep terms and apply them to supplier conversations.
Prep stack BART What does BART remind you to prep before a supplier negotiation? Recall What is ZOPA in procurement negotiation? The overlap between a supplier package your organization should accept and a package the supplier is willing to accept. TCO shapes your side of the zone; supplier economics shape theirs. Supplier pressure This is the best we can do; you need to decide today. The supplier pushes urgency before your internal approval is complete. Your line We can move quickly, but we will not skip the TCO and approval check. If this is your best commercial position, hold it…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in