Tools & templates
Negotiation Prep & Concession Planner
A template for deciding your target, floor, tradeables, non-negotiables, and walk-away points before the price conversation starts.
When to use this
- You have a real pricing conversation coming up.
- You tend to improvise discounts under pressure.
- You want negotiation structure without bluffing.
Preview
Negotiation planning sheet
PROJECT
Client:
Opportunity:
Outcome:
Proposed scope:
PRICE POSITION
Target price:
Minimum acceptable floor:
Anchor or option set:
Walk-away condition:
TRADEABLES
Timeline:
Scope:
Access / responsiveness:
Support level:
Payment timing:
Other:
NON-NEGOTIABLES
1.
2.
3.
LIKELY OBJECTIONS
1.
2.
3.
CALM RESPONSES
1.
2.
3.
IF PRICE MOVES, WHAT MOVES WITH IT?
1.
2.
3.How to use this template
Fill this before the conversation, not during it. The point is to stop making structural decisions under emotional load. Decide your target, floor, tradeables, and walk-away point in advance.
- Define the opportunity and the proposed scope.
- Write the target price, floor, anchor, and walk-away condition.
- List your real tradeables in order: scope, speed, access, support, payment timing.
- Write calm responses to the objections you expect.
Use with
FAQ
What counts as a real tradeable?
Anything that meaningfully changes workload, risk, timing, support, or payment posture.
How to customize
- Write your real walk-away condition, not the polite version.
- List only tradeables that change workload, risk, or timing in a meaningful way.
Common pitfalls
- Treating price as the first thing to move.
- Entering a negotiation without a floor or walk-away point.
Related Codex pages
Read the explanation
Use the tool with the context, not in isolation.
Read Codex: Outside Options NegotiationLoading comments…
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