If the other party cares more about the delivery timeline and you care more about the budget, you can easily trade a faster delivery for a lower price.
Your BATNA is your fallback plan if the current negotiation fails. It is your greatest source of power. A strong BATNA allows you to walk away from a bad deal, while a weak BATNA forces you to accept subpar terms. Never enter a negotiation without knowing your BATNA, and constantly work to improve it outside the negotiation room. Reservation Price negotiation genius pdf
The is more than a file; it is a reputation. Whispers spread fast in industries: "Don't sit across the table from her—she’s a genius." That reputation is built on preparation, psychological insight, and the relentless pursuit of value creation. If the other party cares more about the
By understanding the interests behind the position, you create value. Perhaps the seller can take $100,000 in stock options instead of cash, or accept a longer delivery window for a lower price. Geniuses expand the pie before they divide it. A strong BATNA allows you to walk away
Value creation happens when parties trade across multiple issues based on differing priorities. For example, if one party cares deeply about delivery speed and the other cares more about price, they can structure a deal that satisfies both. To create value:
To help tailor this framework to your immediate needs, could you share you are currently preparing for? If you want, I can also map out a custom opening script or design a contingency contract template for your industry. Share public link