Set a negotiation walk-away before responding to a discount request.
Procurement asks for 20% off before signature. Show the buyer-owned path from pain to business case to commitment. The common shortcut is to present proof before the buyer has agreed what problem the proof must solve. List your alternative Keep capacity for two smaller pilots at standard margin BATNA defines power outside this deal. Estimate buyer alternative Competitor is cheaper but lacks implementation by July Their BATNA has a timing weakness. Trade, do not concede Offer 8% for annual prepay and July kickoff commitment A concession buys reciprocal value. Before Interested prospect, generic demo recap, no quantified pain, no mapped…
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