Commit To A Negotiation Prep Sheet
Commit to preparing BATNA, reservation point, and trade variables before the next negotiation.
Prepare one live commercial negotiation before the next buyer or procurement conversation. a renewal discount request, new-business procurement review, scope reduction conversation, payment-term negotiation, or partner commercial term discussion Target outcome: ___. Reservation point: ___. Real BATNA if no agreement: ___. Buyer interests I suspect: ___. Trades I can offer only with reciprocity: 1) ___ 2) ___ 3) ___. Line I will use if asked for a discount: ___. In 2 days, check whether the prep sheet changed your response to pressure. A renewal customer asks for a discount while keeping the same support and onboarding package. Procurement asks for…
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