Build a BATNA Map Before the Call
Create a BATNA map that distinguishes real alternatives from wishes.
Map alternatives before a packaging supplier negotiation where switching is possible but not immediate. BATNA map: alternative, readiness, capacity, cost, timing, risk The trap is treating an attractive but unready supplier as if it can carry demand tomorrow. List alternatives Incumbent bridge, qualified alternate, spot-market buy, temporary demand postponement. More than one alternative can combine into a workable BATNA. Test readiness Alternate price is good, but tooling is ten weeks and first-article approval is required. Readiness turns a supplier name into a real or future option. Quantify coverage Spot buy covers 15%, inventory covers three weeks, alternate covers 60% after…
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