fin-negotiationlisted

# Negotiation ## Preparation — BATNA / ZOPA BATNA = your best alternative if talks collapse. **Compute it in numbers** (value of the alternative, switching cost, remaining deadline). Estimate the other side's BATNA too. ZOPA = the range between the two BATNAs — if there is no range, change the terms rather than extend the negotiation. ## Conduct rules 1. **Anchor first** — with a justified band (floor, target, ceiling). Follow their anchor and you fight inside their band 2. **Give-get exchanges** — never concede alone. Discount ↔ early payment · multi-year term · public case study · references 3. **No instant answers** — interrupt the flow with "I'll respond after review" on every proposal, and fix the concession list on paper (so they can't exhaust it by queueing asks) 4. Expand the 6 non-price terms first (term, payment conditions, scope, service level, termination conditions, disclosure scope) 5. Don't accept their deadline pressure as fact until verified ## After the negotiation Announce agreements only after they're documented. Reversing the order of verbal agreement → term sheet → signature turns it into a renegotiation. In a destructive negotiation (a counterparty you'll transact with again), place the winner's share at the midpoint of the ZOPA, not the top — the cost of rebuilding the relationship weakens your BATNA next time. ## Output BATNA & ZOPA calculations (both sides), anchor band with rationale, give-get exchange table, response scripts per anticipated que