In preparing for a negotiation, it is good practice to set clear objectives. Some commentators encourage identification of the best alternative to a negotiated agreement [BATNA]. In order to know when the outcome of the negotiation is just unacceptable and it is preferable to pursue the BATNA option; the negotiator must be clear about the threshold for each negotiable issue that is just acceptable. This is known as the walk away point. See also Negotiation.
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Discover the world’s largest Glossary of Procurement terms
With over 800 Procurement specific terms (and growing) you will find everything you need to know or thought you knew about the Procurement function. Our aim is to provide you with a comprehensive list collated from the Comprara Groups hub of training and consulting source materials.The Procurement Glossary has been compiled by industry expert Paul Rogers.
