negotiation-playbook
Use this skill when a B2B deal reaches pricing, discount or contract negotiation: "they want 30% off", "procurement is pushing back", "how do I negotiate this renewal", "prepare for the negotiation call". Sets your walk-away and target, maps what each side values, plans the trades (give only to get), scripts responses to the common pressure tactics, and keeps the deal value intact. Produces a negotiation plan, a give-get list and the talk track for the call.étoiles—
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Use this when the buyer starts negotiating. The goal is a deal both sides are glad they signed, without giving away value for nothing.
Inputs
- The proposal: price, term, scope, payment terms.
- What the buyer asked for, in their words, and who asked (champion, buyer, procurement).
- Your limits: list price, approved discount bands, who approves exceptions, any end-of-period pressure.
The play
1. Set three numbers before the call
- Target: the outcome you aim for.
- Walk-away: below this, you would rather not sign.
- Opening position: usually the proposal as sent.
2. Map what each side values
| You can give | They might value | You want back |
|---|---|---|
| Discount on year one | Lower first-year spend | Longer term (2-3 years) |
| Extra seats or usage | Room to grow | Annual prepayment |
| Faster onboarding | Speed to value | Signature by a date tied to their go-live |
| Payment terms | Cash flow | Case study or reference |
| Price lock | Budget certainty | Expanded scope |
Read references/give-get-scripts.md for the trade scripts and responses to common pressure tactics.
3. Trade, never give
Every concession is conditional: "If we can do X, can you do Y?" A discount without something in return teaches the buyer to ask again.
4. Concede slowly and in shrinking steps
For example: 10%, then 5%, then 2%. Shrinking steps signal you are near your limit; equal steps invite more asking.
5. Keep value, not just price, on the table
Return to the outcome: "Your team saves five days a month. At your volumes, that's about $480k a year."
6. Summarise in writing
After every call: what was agreed, what is open, the next step and date.
What good looks like
- No concession is made without a trade.
- The final price is within approved bands, or the exception is approved before it is offered.
- The buyer leaves feeling it was fair, not squeezed.
- The common mistake is cutting the price at the first "it's too expensive" before finding out whether price is the real issue.
Rules
- MUST get approval before offering anything outside approved bands.
- MUST tie every concession to something in return.
- NEVER invent competing offers, fake deadlines or price rises to create pressure.
- NEVER agree to terms legal or finance have not reviewed.
Example prompts
- "Procurement wants 25% off our $80k proposal. Build my negotiation plan."
- "Write responses to 'your competitor is half the price' and 'we need it cheaper to get budget approval'."
- "Our renewal customer wants to drop to 10 seats. How do we negotiate this?"