Use BATNA, interests, constraints, and package variables to prepare a candidate close.
CLOSE What does CLOSE check before a finalist call? Interest or position? Do not negotiate the position until you understand the interest behind it. The candidate says: The role is interesting, but the risk feels too high. Use when the candidate is not rejecting, but cannot yet justify the move. Your line Let us separate the risks. Which one would need more evidence before this becomes a rational next step: board alignment, package downside, mandate authority, or timing? Do not answer risk with hype. Diagnose which risk matters. The response converts a broad objection into a decision variable. What is…
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