Negotiation Cards Before You Walk In
Recall negotiation guardrails that prevent reflexive concession in field-sales meetings.
BATNA What must you know before discussing concessions? Your best alternative if no agreement happens and your walk-away point. Without this, you negotiate against fear rather than value. ZOPA What is the difference between a demand and a possible agreement? A demand may sit outside the ZOPA. Do not assume it defines the deal. Discount demand Give us 5 percent off and we can sign. The buyer is close but trying to improve economics. Your line I can look at economics if we are trading for commitment. Which terms can move with price: volume, term length, payment timing, or rollout…
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