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When to Walk Away (Safely) from a Negotiation Members Only Content

With the weight of a supply chain on your shoulders, walking away from a negotiation can be a very scary prospect. But with thorough preparation, it’s possible to know when to walk away, and without losing your organization’s support. It requires these essential steps: clarifying your mandate by identifying your organization’s interests, estimating your Best Alternative To a Negotiated Agreement (BATNA) — and the supplier’s, and knowing the difference between "walking way" and "walking towards."

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