Day 222: Procurement changes net-30 to net-90 and writes, “This is our…

💡 Tip — Day 222

Procurement changes net-30 to net-90 and writes, “This is our standard.” The redline looks fixed, but “standard” can mean a written policy, a familiar precedent, or simply an opening position. Before countering, ask for the basis: “What is driving [requested term] internally—a written policy, a precedent, or a deal-specific need?” The answer shows whether an exception is possible without forcing you to negotiate against an unsupported anchor. 🎯 Try this today: Choose one requested term, fill in the blank, and paste the question into your negotiation notes.