Day 166: Discounts train buyers to ask twice

💡 Tip — Day 166

Discounts train buyers to ask twice. Concessions protect margin when you trade them instead of donating them. Use the Trade Ledger: 1. Clarify the ask: “What are you trying to solve with that request?” 2. Name the value: “That change affects scope, timing, or economics on our side.” 3. Request a give: “If we can do X, can you commit to Y?” 4. Package it: “So we’d agree to X in exchange for Y.” 5. Confirm in writing: No verbal “special exceptions” floating around. 🎯 Try this today: Write three acceptable “gets” you can ask for in your next negotiation: faster signature, annual prepay, longer term, reduced scope, reference, or executive intro.