Walk Discount Pressure Back to Value
Use BATNA-style negotiation thinking to respond to price pressure with value and alternatives.
The situation A CFO says, “Drop 18% by noon or we go with the incumbent.” The rep Slacks the manager: “Can I approve it?” The quarter is tight, but the customer has not confirmed scope, timing, or what they give in return. Your choices compound across the deal or team rhythm. Decision principle Walk Discount Pressure Back to Value BATNA and principled negotiation separate the agreement from the alternatives. works because it makes the invisible part of selling observable: the customer's decision process, the rep's behavior, or the team's operating constraint. In sales management, the tr Shortcut React to the…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in