Counter the commission ask without folding
Use BATNA and contribution margin to respond to a high commission request.
The site has 220 employees and good access. Expected monthly sales are $1,100. The owner asks for 25% commission. Your BATNA is a smaller office at 10% commission with expected monthly sales of $650 and easier service. COMMISSION NEGOTIATION What should you say next? Counter with 12% plus weekly service, refund QR, and monthly sales reporting; offer 18% only if a minimum sales floor is met. Strongest move. It creates value while protecting your reservation point and tying higher commission to volume. This follows BATNA discipline: you negotiate options above your walk-away point instead of accepting the headline demand. Accept…
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