Learn to prepare negotiations with a feasible BATNA, comparable scope and timing, delivery costs, and a clear record of agreed work and remaining decisions.
Assess negotiated agreements against needed work and alternatives. Compare cost, dates, and deliverables.
Calculate delivery effort alongside the offered price and investigate what is actually possible if agreement is not reached.
The best alternative to a negotiated agreement is called BATNA. Harvard’s negotiation program explains assessing it against the current deal. (Harvard PON: BATNA)
Compare alternative providers’ costs and dates within the same scope.
A cheaper option can require additional spending when necessary deliverables are missing. State flexible dates and required quality.
Include additional work and review time in the comparison.
Record scope, price, dates, and ownership. Identify decision owners and timing for unresolved items.
Keep public prices and explanations aligned with actual delivery scope.
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A: The best alternative if an agreement is not reached.
A: Compare deliverables, dates, and extra costs.
A: Investigate feasible cost and timing.
A: Record scope, amount, dates, ownership, and unresolved decisions.
