Commit to BATNA and TCO Prep Before Renewal
Commit to writing BATNA, walkaway, TCO assumptions, and tradeables before a supplier renewal call.
Complete BATNA and TCO prep before a supplier renewal or price-increase call. A live renewal, price increase, capacity allocation, or service-credit negotiation where supplier pressure could push the team into a weak agreement. The next SaaS or services renewal where the supplier says pricing is time-limited or tied to end-of-quarter approval. The next price-increase request where Finance needs cost-driver evidence before approving the supplier's proposed terms. The next constrained-supply negotiation where the business needs capacity assurance, renewal protection, or service commitments more than a headline discount. Before the call, I will write: my target outcome, my walkaway, my best alternative…
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