How do you deal with franchisor resistance or demands during a renewal negotiation?

2 Prepare your case and goals

To negotiate successfully, you need to have a clear and realistic idea of what you want to achieve and why. You should prepare a case that demonstrates your value as a franchisee, such as your sales performance, customer satisfaction, compliance record, and contribution to the brand. You should also identify your goals and priorities for the renewal, such as maintaining or expanding your territory, reducing or freezing your fees, or updating your equipment or facilities. You should also anticipate the franchisor's goals and concerns, and be ready to address them.

3 Communicate respectfully and professionally

The way you communicate with your franchisor can make a big difference in the outcome of your renewal negotiation. You should approach the negotiation with respect and professionalism, and avoid being confrontational or emotional. You should also listen actively and empathetically to the franchisor's perspective, and try to understand their rationale and interests. You should aim to build trust and rapport with your franchisor, and show that you are committed to the brand and the relationship.

4 Seek win-win solutions

The best way to deal with franchisor resistance or demands is to seek win-win solutions that benefit both parties. You should avoid taking a rigid or adversarial stance, and instead look for opportunities to create value and mutual satisfaction. You should also be flexible and willing to compromise on some issues, as long as they do not compromise your core interests or values. You should also recognize and acknowledge the franchisor's concessions and positive gestures, and reciprocate them.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?