How can a junior PM apply BATNA in tough subcontractor negotiations?

[HarperD]

As a junior project manager in a construction firm, I'm increasingly responsible for negotiating with subcontractors and suppliers, but I often feel outmaneuvered by more experienced negotiators, leaving money or favorable terms on the table. I understand basic concepts like BATNA, but I struggle to apply them in real-time during tense discussions, especially when the other party uses aggressive tactics or makes last-minute changes to the scope of work. For professionals who have developed strong negotiation skills, what specific techniques or mental frameworks helped you move from theory to confident practice? How do you prepare for a complex negotiation, manage your emotions during the process, and effectively handle common hardball tactics without damaging the long-term relationship?