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BATNA
Completion requirements
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The best possible outcome is called the top line outcome.
The worst possible outcome is called the bottom line outcome.
The bottom line is closely related to something called BATNA – Best Alternative To Non Agreement.
The target objective is what is reasonable and realistic.
The Scenario
For Qwikbite, the top outcome is three deliveries a day of quantities that are adjusted at the last moment, at least as good a price as they currently pay.
The BATNA is some control in the number of roles and more than one delivery.
The target objective is to get more deliveries per day and some control over quantity – the details will depend on price, times and quantities.
Click here to view a video that explains BATNA.