Define BATNA, reservation value, and ZOPA for a procurement negotiation.
Pressure works when your alternative is fuzzy. BATNA Is a Plan, Not a Mood "We could go elsewhere" is not a BATNA. "We can extend three months at current rates, run a limited RFP, and fund $80,000 in migration from the avoided renewal increase" is a BATNA. ZOPA Needs Two Walkaways Your walkaway is shaped by TCO and risk. The supplier's walkaway is shaped by margin, capacity, competitive threat, and account strategy. Agreement is possible only where both sides do better than walking away. Procurement Builds Leverage Early Every clear RFP criterion, comparable cost schedule, and credible shortlisted supplier improves…
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