Bottom line or reservation point Stated demand at the negotiation table Make fewer counterproposals Expand the value or resources available to all participants Movement away from position that has perceived value to other party to gain something else of value Prices and price adjustment mechanisms Standard terms and conditions Potential benefit of long-term contracts Risk of long-term contract Alte ative means settling disputes [Choose ] Concessions Boiler plate Arbitration Supplier volume uncertainty Effective negotiators Position Supplier receives better information for planning BATNA Win-Win negotiations Contract schedules [Choose ] [Choose ] [Choose] [Choose ] [Choose] [Choose ]