As an Associate at FutureTech, I was involved in arranging a high-value software contract with a large corporation. We were trying to close a deal for our SaaS products, but the client was demanding specific customization requirements that would increase our development costs. I leveraged BATNA (Best Alternative To a Negotiated Agreement) to handle this scenario and led the negotiations from our end.
We acknowledged the client's needs but highlighted the associated costs and extended timelines. To find a win-win solution, I suggested alternative solutions and additional support that met their needs without drastically altering the software. Eventually, we reached an agreement that satisfied both sides: we included minimal customization with extended support while maintaining a price point beneficial for us. The successful negotiation not only led to a $500,000 contract but also built a strong foundation for a long-term customer relationship.