is essential . Jayaram emphasises the need to highlight the value of anything offered or given up to achieve a win-win deal . BATNA : Both Walden and Jayaram stress the significance of identifying alternatives . Jayaram explains , “ Identify your alternatives including Best Alternative to a Negotiated Agreement ( BATNA ) and those of your counterparty to determine your walkaway threshold to ensure you are not accepting a deal that does not meet your expectations .” Standards and Commitments : Jayaram emphasises the importance of justifying proposals and utilising objective criteria to measure the value and fairness of the agreement . It is crucial to understand the counterparty ’ s rationale and legitimate issues . However , she warns against negotiating against one ’ s own interests . Additionally , clear understanding of the commitments that both parties are willing to make with the agreement is vital .
“ Prior to negotiations carefully examine the type of relationship you want to establish and maintain ”
VINEETHA JAYARAM GLOBAL SUPPLY MANAGER ,
NVENT