Classify negotiation statements as positions, interests, anchors, or BATNA signals.
Sort each negotiation statement by the signal it mainly sends. Position Interest Anchor BATNA signal We need the price under $90,000. The CFO needs savings visible before quarter close. Enterprise packages like this usually start at $140,000. We can extend the current supplier for six months if needed. Launch risk matters more to us than the exact payment date. We cannot include premium onboarding at this scope. The first-year value is closer to $300,000 than $220,000. If this slips, we will use contractors for the pilot.
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