Negotiation
Give/Get
Never concede without an equal return.
At a glance
- Best for
- Discount and terms conversations
- Primary use
- Concession planning
- Sales stage
- Negotiation
- Complexity
- Low
- Typical user
- AE, sales manager
Framework
Give
Discount, services, terms, or extra scope.
Get
Term length, volume, speed, references, or payment terms.
Rules
Nothing is free. One give equals one get.
Sequence
Small trades first. Keep something for the end.
Use it when
- Any concession is requested.
- You prepare a final offer.
Watch out for
- Trades the buyer does not value.
- Giving your best offer too early.
Questions
- If I can move on price, can you move on term?
- Can you sign by the last day of the month?
- Would you agree to a public reference?
Example
The seller adds onboarding support in exchange for annual prepayment. Cash improves and price stays the same.
Best combined with
Value-Based Negotiation, Mutual Action Plans
Strength
Simple and easy to coach.
Limitation
Needs a prepared list of trades.
Related frameworks
Official source
This framework is in general industry use. It has no single official owner or certification provider.
Last reviewed: 2026-08-21
Pipeline Hero is an independent educational resource. It is not affiliated with or endorsed by the organizations, authors, or certification providers associated with the frameworks described here.