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Negotiation Tactics
Objection cards for the Negotiation Tactics scenario.
Negotiation TacticsObjection
Why Your Negotiation Is Dead Without a BATNA
BuyerThe other side says, 'We need a better price or we walk,' and you feel you have no choice but to concede.
YouI appreciate your position. Before we go further, I need to be clear about what I can and cannot do. If we can't find a solution that works for both of us, I'm prepared to pursue other options.
MoveDevelop a BATNA (Best Alternative To a Negotiated Agreement) before negotiating, so you can evaluate offers objectively and walk away if terms are unacceptable.
Negotiation TacticsObjection
Why Your Negotiation Needs a BATNA, Not a Bottom Line
BuyerThe buyer pushes for a lower price or better terms by asking for your 'bottom line,' treating the negotiation as a test of your absolute limit.
YouI understand you're looking for the best possible deal. Before we go further, let me share what I can and can't do, and then we can explore options that work for both of us.
MoveDevelop and use a BATNA (Best Alternative To a Negotiated Agreement) instead of fixating on a bottom-line number, so you negotiate from a position of strength and flexibility.
Negotiation TacticsObjection
Stop Anchoring Low: Use BATNA and ZOPA to Win B2B Negotiations
BuyerProspects often anchor low by demanding a steep discount or claiming your price is too high, even when they see value.
YouI understand budget is a concern. Let's explore what's possible within our respective ranges so we can find a deal that works for both of us.
MoveUse BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement) to reframe the conversation from price to value and mutual interests.
Negotiation TacticsObjection
Sandler, Challenger, or MEDDICC: Which Sales Framework Actually Works?
Buyer"We already have a sales process, so why would we adopt a framework like Sandler, Challenger, or MEDDICC?"
YouBefore we compare methodologies, can you walk me through your last three deals and where they stalled, so we can see which framework would actually fix that?
MoveMatch the framework to the deal's complexity and buyer behavior instead of treating any one methodology as universally correct, then apply the chosen framework's core discipline consistently.
Negotiation TacticsObjection
Stop Chasing Discounts: Anchor Hard or Walk Away
BuyerThe buyer asks for a discount or says the price is too high, framing the conversation around cost rather than value.
YouI understand budget is a concern. The price reflects the full solution and the results it delivers. If the discount is the only way forward, I’m happy to step back and let you decide if this is the right time.
MoveAnchor hard on the full value and price, then walk away if the buyer insists on a discount that erodes your margin or signals a poor fit.
Negotiation TacticsObjection
Stop Chasing the Close: Negotiation Is Won Before the First Offer
BuyerThe prospect says some version of 'I need to think about it' or 'Your price is too high' late in the conversation, after the salesperson has already presented an offer.
YouBefore we talk numbers, can you walk me through what a successful outcome looks like for you and what would need to be true for this to be an easy yes?
MovePre-negotiation discovery and value alignment: gather decision criteria, constraints, and success metrics before presenting any price or proposal, so the offer is a mutual conclusion rather than a pitch to be resisted.