Your BATNA Sets the Walkaway
Define a procurement BATNA and use it to set a credible walkaway point.
Negotiation power comes from alternatives, not volume. BATNA is the outside path Your BATNA is what you will do if no agreement is reached. In procurement, that path has to be operational, not rhetorical. A named alternate that cannot ship is not yet a BATNA. A weak BATNA tells you what to build If the current supplier has leverage, the next procurement move may be qualification, redesign, inventory, or demand management before negotiation posture. Improving the BATNA can be more valuable than arguing harder. BATNA protects both firmness and realism With a real alternative, procurement can hold a line without…
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