You are negotiating with a supplier, and the supplier makes a very aggressive first offer. The best…

➤ When is it strategic to make a counteroffer or to walk away?
Make a counteroffer if the supplier’s proposal falls within or near your ZOPA and you can re-anchor using facts. Walk away when their terms are worse than your BATNA or when they refuse reasonable clarification. Consider relationship value, future volumes, and switching costs before deciding whether to negotiate further or pause talks.