Past tips

Negotiation Day 271 Procurement replies to your $60,000 proposal: “We need this at $50,000 → Negotiation Day 264 You quote $48,000 for an annual contract → Negotiation Day 257 Procurement asks for premium support at no extra cost on a one-year contract → Negotiation Day 250 Procurement says a competing vendor is 15% cheaper and asks you to match it by… → Negotiation Day 243 Procurement says, “We only have $80,000,” against your $100,000 proposal → Negotiation Day 236 A buyer asks for 10% off in exchange for signing Friday → Negotiation Day 229 A buyer points to a competitor’s quote and says, “They’re 15% cheaper → Negotiation Day 222 Procurement changes net-30 to net-90 and writes, “This is our standard → Negotiation Day 215 A buyer circles the total on your proposal and asks, “Can you take 10% off → Negotiation Day 208 Procurement calls a contract term “non-negotiable” and asks for your answer by… → Negotiation Day 201 A buyer redlines net-30 to net-90 and calls it “standard → Negotiation Day 194 Use the Procurement Reset when a late-stage buyer says, “We just need your best… → Negotiation Day 187 A discount without a trade teaches the buyer your first price was fiction → Negotiation Day 180 Never drop price into silence without a frame → Negotiation Day 173 Don’t negotiate one line item at a time → Negotiation Day 166 Discounts train buyers to ask twice → Negotiation Day 159 When a buyer says, “Can you do better on price → Negotiation Day 152 Use the Anchor Stack before any pricing conversation → Negotiation Day 145 A discount is not a pricing event → Negotiation Day 127 Every new request is a stowaway stealing time from work you’ve already… →