Negotiation Field Kit
Recall the core negotiation checks before giving a client price, hold, or usage answer.
What is the agency's BATNA before replying? The best alternative if this deal does not close: another booking, preserved category value, talent rest, or a stronger buyer relationship. A BATNA is not a threat. It is the alternative that keeps you from accepting weak terms out of pressure. Position vs interest: what are you negotiating? Counter the interest: adjust usage, deliverables, timing, or approval rights before cutting fee. Objection: 'Can you hold the talent for free while we confirm budget?' We can offer a courtesy hold until 10 a.m. tomorrow if fee range, usage, and shoot window are confirmed; after…
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