Objective

• Come to the table with an advantage and minimize surprises.

Key Concepts

• BATNA (best alternative), WATNA (worst alternative), RP / Reservation Point, ZOPA (zone of possible agreement).

Practical Actions

• Define BATNA and likelihood of execution.
• Set reservation point (numeric/conditional).
• Estimate ZOPA (min–max) before the meeting.
• Checklist: history, decision-makers, pain points and benchmarks.
• List of negotiable assets, ranking of requests and MESOs (multiple offers).

Mindset

• Shift from zero-sum to win-win; seek ways to expand available value.

Strategies

• Listen to underlying interests (not to be confused with positions).
• Share strategic information selectively to unlock options.
• Bundle issues (timelines, guarantees, training, visibility) to trade concessions.
• Propose MESOs and joint assets to create joint value.

Barriers and Outcome

• Barriers: time pressure, competitive mindset, lack of transparency.
• Outcome: stronger relationships, reputation and future opportunities.

Objective

• Translate the negotiation into concrete and actionable terms that benefit your position.

Tactics

• Decide anchoring strategy (offer first or wait).
• Use clear data: benchmarks, cases and scenarios (best/expected/worst).
• Design a ladder of conditional concessions (if you give X, ask for Y).
• Use MESOs to present options and preserve value.

Closing and Common Mistakes

• Recap, explicit confirmation and send summary within 24 hours.
• Mistakes: conceding without return, anchoring without justification, not documenting.

Objective and Signals

• Turn intention into action (signature / payment / milestones).
• Signals: inclusive language, operational questions, requests for next steps.

Tools

• Define timelines and milestones with owners and acceptance criteria.
• Signal boundaries (non-negotiables) while offering alternatives in other dimensions.
• DART method for a “no”: Dive, Explore, Review, Try.
• Formalize: send written summary with milestones, owners, dates and draft contract.

Objective

• Continuously learn and improve; ensure compliance with the agreement.

Steps

• Self-assessment: separate facts from interpretations.
• Benchmarking: update ranges, effective concessions and closing time → implementation.
• Metrics: ACV/TCV, net margin after concessions, TTM, % agreements with protective clauses, compliance rate.
• Deliver post-negotiation summary to the team and update client/tactic records.

• Transformational: negotiate from vision; bring roadmap and impact metrics.
• Pace Setter: demand speed; bring weekly plan and clear deliverables.
• Laissez-Faire: value autonomy; prefer KPIs and non-intrusive governance.
• Coaching: seek development; include training and know-how transfer.
• Authoritative: want clear decisions; present 3 options and recommendation.
• Charismatic: negotiate with purpose; offer visibility / co-branding.
• Service (servant leadership): prioritize human impact; propose training and shared governance.

Profiles

• Driver: direct, results-oriented. Get to the point; clear options; measurable benefits.
• Expressive: communicative and creative. Connect emotionally; use stories and engagement.
• Amiable: relational and cooperative. Build trust; avoid pressure; provide testimonials and support.
• Analytical: detail-oriented and logical. Prepare data, reports and time to review; clear guarantees.

How to Identify and Adapt

• Observe speech pace, type of questions, body language and conversational approach.
• Prepare versions of the offer adapted to each style and practice linguistic mirroring.