NEGOTIATION5 MIN READ
Create Value Before You Claim It
Generate value-creating trades before making final concessions.
A discount is only one way to solve a constraint, and often the most expensive one. Create value Ask what would make the deal easier to approve, implement, renew, or defend. Listen for differences in priorities: time, risk, certainty, visibility, payment, support, and scope. Claim value Once options exist, do not give everything away. Anchor a package that solves their high-priority problem while protecting your high-priority outcome. Check against BATNA A creative package still has to beat your alternative. If it does not, keep exploring or walk away cleanly.
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