Give-Get Negotiation Cards
Recall concession rules for sales managers coaching negotiation.
BATNA What is BATNA? Best Alternative To a Negotiated Agreement. It is what you do if this agreement does not happen. Price objection “Your competitor is cheaper.” Manager-coached line “If price is the deciding factor, let’s compare the business outcomes and implementation risks side by side.” Do not instantly defend features or match price. It moves from price claim to decision criteria. Concession logic Gift vs trade Concessions should buy movement. Approval rule Before approving a discount, ask... “What specific customer commitment do we receive in return?” If there is no get, there is no managed concession.
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