The customer threatens to leave

sadiaseo12912 · Post by **sadiaseo12912** » Mon Dec 18, 2023 10:14 am

Acceptable options Determine your own Readiness for change and define BATNA Prepare for the Worst Case Scenario (WATNA) Change perspective and anticipate the other person's BATNA Consider alternatives to your own BATNA and Determine ZOPA ZOPA in the trial reveal, but not in the form of a threat or blackmail Open outcome negotiate and choose the better alternative.

BATNA Example: Price negotiation for software A sales employee is about to conclude a contract with a new customer for a comprehensive software product - only the total C Level Contact List price is still in dispute. The sales employee wants the following negotiation result: The customer accepts the price with a usual discount of 3%. BATNA: Due to the good order situation and the utilization of employees.

The company is not dependent on the business deal. WATNA: The strategically important customers choose the competition. Argumentation process: The sales representative guarantees the customer the best service quality as well as implementation of the software on time and within budget. The excellent order situation due to the unique selling points of the software solution is cited as BATNA.