DEAL-DESK-MANAGEMENT5 MIN READ
Decide the Quarter-End Discount
Select a discount response that tests the ZOPA and trades concessions instead of surrendering margin.
A buyer asks for an extra 12 percent at quarter end on a $780K deal already near the floor. Finance says margin is tight, sales says signature is tonight, and the buyer has not offered any change in term, scope, cash timing, or risk.
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