Discount governance quick deck
Recall practical discount governance responses using BATNA, ZOPA, and evidence-based approval criteria.
Seller objection The buyer says we are too expensive. I need 35% now. Use when urgency arrives without evidence. Your line I can help move fast. What is the buyer's credible alternative, what is our margin floor, and what are we getting in return for extra discount? Approving urgency without BATNA evidence turns discounting into a reflex. It separates buyer leverage from seller anxiety and asks for the economic trade. Discount vs trade Which move protects the business better? A discount is strongest when it is part of an exchange. Approval evidence What three evidence fields should a deep discount…
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