Prepare and Anchor · E-Learning · Phase 1
Negotiation Plan
When to use it: before the first negotiation meeting, not on the way to it. A rep who enters without a written target and a written limit will discover both in the room, under pressure, in front of the buyer. This tool fixes the numbers while you are still calm enough to defend them.
Working area — fix the numbers before the room
Negotiation Plan
Prepare and Anchor · E-Learning · Phase 1
BATNA Worksheet
When to use it: alongside the Negotiation Plan, before any concession is discussed. Leverage is not confidence — it is the quality of what you do instead if this deal dies. The same worksheet applies to the buyer: their alternative sets the ceiling on how hard they can push.
Working area — measure the leverage
BATNA Summary
Prepare and Anchor · In-Person Seminar · Phase 3
Value Defense Card
When to use it: the moment price is challenged. Most discounts are not granted because the buyer won the argument — they are granted because the seller had no argument ready. This card holds one page of value, stated in the buyer’s terms and backed by evidence.
Working area — build the defense
Value Defense Script
Prepare and Anchor · In-Person Seminar · Phase 3
Deal Talking Points Template
When to use it: before a deal goes in front of more than one person on your side. Buyers routinely test whether the sales rep, the manager, and the technical lead tell the same story. Any gap between the three becomes the buyer’s discount.
Working area — one message, one page
Deal Talking Points
Trade and Close · E-Learning · Phase 1
Concession Matrix
When to use it: before you have anything to trade, so that you never trade blind. Every concession has a cost to you and a value to them, and the two are rarely equal. The cheap concessions the buyer values highly are the ones that close deals; the expensive ones they barely notice are the ones that destroy margin.
Working area — price every concession
| Concession we could give | Cost to us | Value to them | Required in return | Trade rating |
|---|
Trade first cheap for you, valuable to them — lead with these. Good trade worth giving for a real counterpart. Trade with care only late, only for something material. Hold costly to you, barely valued by them — never give it away.
Trading Order
Trade and Close · Live Simulation · Phase 2
Trade-Off Tracker
When to use it: live, during the negotiation, and between rounds. Deals are rarely lost in one bad concession — they are lost in five small ones nobody totalled. This tracker keeps a running balance so you can answer, at any moment, what the last concession actually bought.
Working area — keep the running balance
| Round | What we gave | Value given | What we received | Value received | Balance |
|---|
Values are unitless — use whatever currency or point scale your team already uses, as long as everyone uses the same one.
Trade and Close · Live Simulation · Phase 2
Objection-Response Bank
When to use it: before the objection arrives, and after every deal that produced a new one. Predictable objections deserve rehearsed answers. Improvising under pressure is how a defensible price becomes a negotiable one.
Working area — build the bank
Price
- “Your competitor is 15% cheaper.”
Risk
- “The last vendor over-promised on ROI.”
Timing
- “No budget until next fiscal year.”
Competition
- “We are locked into a contract.”
Authority
Terms
- “We need 90-day payment terms.”
Trade and Close · Live Simulation · Phase 2
AI Objection Simulator Prompt
When to use it: the day before the real negotiation. Rehearsing against a colleague who wants you to succeed is not rehearsal. This tool builds a prompt that turns any AI assistant into a buyer who pushes back the way your actual buyer will.
Working area — build the simulator prompt
Reusable AI Prompt