Sales & Marketing · Step 8

Negotiation Planner

Walk in ready. This pulls the objections your buyer already told you to expect, pairs each with a response, and helps you set your terms before you sit down. Saved in this browser.

Set your terms

Your target terms?The deal you want: price, volume, payment terms, delivery. Be specific.

Your walk-away?The floor you will not go below. If the deal crosses this line, you walk. Know it before you start.

Concessions you can trade

Low cost things you can give to protect price. Separate with new lines.

Your BATNA?Your best alternative if this deal falls through. It is where your real leverage comes from.

Other objections you expect

Anything beyond what the persona captured. One per line.

Objections and your responses

Link a persona with buying risks, or add objections above, to generate responses.

Your prep sheet

Target

Set the deal you want.

Walk-away

Set your floor.

Concessions to trade

List what you can give up.

BATNA

Name your alternative.

Negotiation advisor

Anchoring: Open slightly above your target so you have room to concede toward it. Never open at your walk-away number.

Trade order: Trade low cost concessions first: samples, delivery timing, marketing support, or payment terms. Only move on price once those are spent.

Leverage: Anchor the conversation on the single outcome this buyer cares about most, and remind them what they lose by walking.

Walk-away: Define your BATNA (your best alternative if this deal falls through) before you sit down. Without it you will concede too much.

After you win: plan the account →