Coach Sales on a Payment-Term Exception
Use interest-based negotiation with sales on nonstandard terms.
Ana A Sales Director 1 Align 2 Trade 3 Commit Sales director Ana says, “Finance is slowing the deal down.” The customer wants 75-day terms, the quarter closes Friday, and you need Ana’s help to protect cash without killing momentum. When terms change, negotiate the structure; do not argue policy in isolation. choices per turn risk signals BATNA / interest-based negotiation Internal AR conversations need the same negotiation discipline as customer conversations. The stated position is “approve 75 days.” The interests are deal closure, customer affordability, implementation timing, and cash predictability. If finance responds only with policy, sales hears obstruction.…
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