BATNA Lines for Supplier Negotiations
Recall negotiation lines that use BATNA without bluffing.
What is a credible walkaway line? If we cannot get to an indexed bridge with service protection, we will shift the qualified portion of volume and rebid the balance. It names the alternative and its limit. Supplier says: "Everyone is accepting this increase." Use when the supplier frames acceptance as inevitable. Your line I understand the market is moving. We still need evidence for the driver, a cap, and a review trigger before we accept any increase. Do not respond with an unsupported threat. It moves from social pressure to evidence and conditions. Credible pressure vs bluff Specific capacity and…
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