Client site: the surprise discount demand
Choose a response to a late discount demand that preserves an evidence-backed anchor while testing for ZOPA.
The client has just counter-anchored with an 18 percent discount demand. Talia's package is $118,000. Her credible fallback is a smaller pilot worth $96,000, and her full-rollout reservation value is $104,000. What should she say first? Restate the package basis, then ask which business constraint the discount is meant to solve. Right. This protects the evidence-backed anchor, surfaces interests behind the counter-anchor, and keeps movement tied to tradeables inside a possible ZOPA. Offer to ask finance for the full discount so the meeting keeps momentum. Weaker. It accepts the counter-anchor as the new frame and violates BATNA discipline by moving…
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