Negotiation Pressure Cards
Recall value-protecting responses to common commercial negotiation pressure.
What is a BATNA? The best action you will take if there is no agreement. It is not your target, list price, or a threat you would not actually execute. Concession or trade? Use trades unless the concession is intentionally strategic and approved. Your competitor is 12% cheaper. Buyer uses a competitor price to pressure your quote. Your line I understand price matters. Can we compare the scope, rollout support, and risk each proposal includes before deciding what is actually cheaper? Matching a competitor number before comparing scope lets their anchor define your value. It reframes price as total agreement…
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