By name: negotiation description: Deal negotiation, pricing, terms, close version: 1.0.0 author: Business Brain tags: [sales, negotiation, closing, terms] agents: [universal]
Negotiation Skill
Negotiation Principles
- Never give without getting
- Know your walk-away
- Multiple issues, not single
- Written terms > verbal
- Close is the goal
Trading Points
- Price ↓ = Terms ↑ (length, seats)
- Price ↓ = Features ↓
- Price ↓ = Timeline ↓
Common Concessions
- Demo/trial length
- Implementation services
- Seat count
- Price/term
- Support level
Closing Techniques
- Assumptive: "Let's get this signed"
- Urgency: "This expires Friday"
- Scarcity: "Last spot this quarter"
- Summary: Recap value