Prepare a concession strategy that trades value for buyer commitments.
Customer asks for 15% off with no change in scope, term, or date. BATNA plus give-get: know your alternative, estimate theirs, trade concessions for commitments. The trap is treating a procurement demand as proof of customer power before testing alternatives and trades. Clarify your BATNA If there is no agreement this week, the team keeps list price and pursues two smaller expansion deals. This reduces panic. Estimate their BATNA The incumbent renewal is due in 45 days and lacks the compliance feature the buyer needs. Their alternative may be weaker than the demand suggests. Choose tradable variables Discount, term length,…
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