Negotiation: What You Trade, Not What You Cut

Negotiation: What You Trade, Not What You Cut

Purpose of This Lesson

To negotiate without destroying value.

5.1 The Negotiation Mindset

Negotiation is not:

• Giving discounts
• Losing margin

Negotiation is:

Trading value for commitment.

5.2 What You Can Trade (Safely)

Instead of price, trade:

• Payment terms
• Phased rollout
• Reduced initial scope
• Longer contract term
• Reference case
• Case study approval

Never give something for nothing.

5.3 The Golden Negotiation Rule

If you give, you must get.

This keeps the deal balanced.