... terminate negotiations than to enter into an unsatisfactory agreement. Develop a BATNA, or best alternative to a negotiated agreement as advocated by Fisher, Ury, and Patton. If the supplier's ... Weapon A few years ago, one of us was having dinner with a senior member of the Japanese Management Association. We said, "We believe that in Japan, supply management is treated as a strategic ... price data. Adequate price or cost data and the time and willingness to analyze them greatly assist the buyer in establishing realistic cost objectives and in obtaining a fair and reasonable price.*...