Negotiation Skills · glossary
The most the client will pay or give, and the least it will take. Polgarrow’s board set it: £125 a van a month, £75 an hour, four years at most, today’s service and a bay by a fixed date. It stays secret, but nobody may lie about it. Preparation Sheet, point 5 (internal) · Chapter 3 · see Authority, Mislead
Explained in Chapter 3, BATNA and Walk-Away Point: What a Lawyer May Not Say, of Negotiation Skills.
Before you make any offer, answer one question: what will the client do if there is no deal? The answer is its best alternative, and it tells you what a deal with the other side is worth. From it, the client sets a limit (walk-away point). That is the most it will pay or give, and the least it will take. Polgarrow’s limit stays secret, but nobody on its side may lie about it.Read Chapter 3, BATNA and Walk-Away Point: What a Lawyer May Not Say →
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This term is part of one fictional contract renewal, from the first letter to heads of terms, with every document attached and a test after every chapter. Open Negotiation Skills → · All terms A–Z →