Frame the response, reframe, or counter-offer
Composes the response to a diagnosed objection — reframe the value, offer a scope or phasing adjustment, or make a concrete counter-offer — that holds the firm's economics while moving the buyer toward acceptance.
In / outDiagnosed objection + commercial floor + deal context → composed response or counter-offer (reframe, scope adjustment, or price counter)
You might say…
“Negotiating isn't conceding — it's finding the shape that works for both sides without giving away what makes the engagement viable.”
What it does
Given the diagnosed objection and the firm's commercial floor, compose the response — reframe the value, offer a scope adjustment or phasing option, or make a concrete counter-offer — that holds the deal's economics while moving the buyer toward acceptance. Used in the back-and-forth of each negotiation exchange.
Trigger: Use after diagnosing the real objection, to craft the specific response or counter-offer to table in the negotiation exchange.
Recognise the problem?
The primitives are the commodity part. The fastest next step is a conversation about composing them into something that works for you.
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