Negotiation tool
Give/Get Trade Planner
Decide your trades before the call. Every concession you make should buy something back | term, volume, speed, references, or cash.
Your trades
Trade 1
Cost: High. It reduces margin permanently.
Value: Protects revenue and lowers churn risk.
Trade script
If you need discount, I can look at that in exchange for longer contract term.
Rules of thumb
- Never give a concession without naming the get in the same sentence.
- Trade cheap gives for expensive gets: term and prepayment beat discount.
- Hold one small give in reserve for the final signature push.
- Write your walk-away number down before the call, not during it.