Make a sequence of advisory choices during a urgent-recommendation moment.
Client pressure A sponsor needs a vendor recommendation before the steering committee. One option is cheaper, one is safer, and the internal fallback is ugly but possible. The sequence matters because each early move changes how much truth the client is willing to share. Advisory sequence BATNA thinking protects advisors from confusing agreement with good judgment. A Best Alternative To a Negotiated Agreement is the client's real outside option if the current deal, vendor, internal compromise, or stakeholder request fails. Principled negotiation then focuses on interests, options, and objective criteria rather than positional bargaining. The mechanism is power and clarity.…
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