Walk a Renewal Trade Instead of a Price Fight
Move a renewal negotiation from positional discounting to interests, options, and objective criteria.
Commercial pressure Procurement demands 10 percent off. The sponsor wants to renew but cannot fight finance. A positional reply turns every next move into a margin trade. Framework Principled negotiation Separate people from the problem, focus on interests, invent mutual-gain options, and use objective criteria. Shortcut Debate whether 10 percent is too much. The negotiation becomes a problem to solve, not a number to surrender. Do not concede on the position until you understand the interest. 01 Separate 02 Unpack 03 Trade Separate people and problem Tone
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