Discount Defense Quick Reference
Recall practical discount defense moves grounded in BATNA, ZOPA, and value tradeoffs.
What is the deal-desk BATNA question? What will we do if this package is not accepted, and is that alternative better than the buyer's requested deal? A real walk-away option keeps discount decisions from being driven by fear. The competitor is cheaper. Do not compare price before scope. Your line Let's compare the scope, risk, implementation, and outcomes first. If budget is the blocker, we can discuss structure, but I do not want to solve a scope mismatch with discount. Matching price before confirming whether the offers are equivalent. It accepts the buyer's concern while moving the conversation to objective…
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