Negotiation
Mutual Action Plans
A shared, dated plan from evaluation to go live.
At a glance
- Best for
- Deals with a fixed date or complex approval
- Primary use
- Close planning
- Sales stage
- Proposal to close
- Complexity
- Low
- Typical user
- AE, enterprise AE
Framework
Steps
Every task from today to go live.
Owners
A named person on each side.
Dates
Working backwards from the critical event.
Review
A short check on each call.
Use it when
- Legal and security review are required.
- The buyer has a hard start date.
- You must forecast with confidence.
Watch out for
- A plan sent but never confirmed.
- Missing procurement or security steps.
- No buyer-owned tasks.
Questions
- What must happen before signature?
- How long does security review normally take?
- Who owns that step on your side?
Example
The plan shows a 4-week security review. The rep starts it in week one and the deal closes in the quarter.
Best combined with
MEDDPICC, Value-Based Negotiation
Strength
Makes the decision process visible and testable.
Limitation
Useless if the buyer never agrees to it.
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
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