PROCUREMENT-NEGOTIATION5 MIN READ
Walk a Concession Without Giving Away Value
Use TCO and BATNA to choose conditional concessions in supplier negotiation.
Supplier ask The supplier wants a three-year term in exchange for the target price. Term length changes risk, leverage, and future TCO. Decision Walk Conditional concession trading Treat every concession as value. Move only when the other side moves on something that matters to your TCO or BATNA. Give to get discount Accept the three-year term because the price looks good. A negotiated package, not a one-way give. Concessions should move in pairs: if we give X, we get Y. 01 Price 02 Condition 03 Protect Price the concession TCO
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