Negotiation Prep Quick Deck
Recall the negotiation preparation moves that protect sourcing leverage.
What is a procurement BATNA? A priced and operationally credible fallback if the supplier deal is not acceptable. Examples: bridge contract, rebid, reduce scope, switch supplier, delay, or build internally. Target vs. walkaway Do not blur them If you do not know the walkaway, the supplier can make urgency feel like leverage. This price is final and expires today. Supplier deadline pressure in a renewal call. Your line We can move quickly if the economics beat our approved fallback. The open items are renewal cap, service credits, and transition support. Do not argue about the deadline first. Re-anchor on your…
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