Skill
Decide what to concede, hold, or restructure
Packaged know-how that tells an agent how to do a job well.
You might say…
“I cave on price when I should hold, or hold when a small restructure would have got it done.”
What it does
Against walk-away terms and engagement economics, decides which concessions are worth making, which to hold firm, and how to restructure scope or terms to reach a version both sides will sign.
Trigger: Use to form the negotiating position once the real objection is diagnosed.
I/O: Diagnosed objection + walk-away terms + deal economics → negotiating position (concede / hold / restructure, with rationale for each)
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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