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Last updated on 2024年7月1日

You're navigating internal pressure to close a deal. How do you handle concessions effectively?

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When you're under internal pressure to close a deal, the art of negotiation becomes even more critical. You may feel the push to make concessions to get the deal done, but it's essential to handle these concessions effectively to ensure a favorable outcome. The balance between accommodating the other party and maintaining your own interests can be delicate. Remember, a successful negotiation is not just about closing the deal but doing so in a way that leaves both parties satisfied and your own company's interests intact.

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Nicholas Riley

Making SaaS a fairer place
Isabella Aberle

Commercial Negotiator
Julián Pástor

Lawyer & Business Strategist | Expert in Investment, Sports & Energy

1 Know Your Limits

Understanding your boundaries before entering a negotiation is crucial. You should have a clear idea of what you can offer and what you absolutely cannot compromise on. This includes knowing the minimum terms that are acceptable to your company. By establishing these red lines, you can navigate the negotiation with confidence, making concessions that are strategic rather than reactionary. This approach allows you to retain control over the negotiation process, even when internal pressures are mounting.

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2 Prepare Alternatives

Preparation is key in negotiation. Before you enter discussions, have a list of alternative concessions you can offer that won't compromise your core interests. These could be additional services, extended warranties, or flexible payment terms. By having these alternatives at the ready, you can steer the conversation towards options that are more palatable for your company while still providing value to the other party. This tactic keeps the negotiation dynamic and shows that you're working towards a mutually beneficial agreement.

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Isabella Aberle

Commercial Negotiator
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Don’t give something for nothing (Jim Camp). Instead, aim for at least receiving something small in return - maybe something that is easy to give for the other party or even just a symbolic gesture - to keep fostering a sense of mutual respect and collaboration. The latter will be important to close the deal, and for both sides to keep delivering on what is agreed post deal completion.

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3 Communicate Clearly

Clear communication is non-negotiable in effective deal-making. Ensure that you articulate the reasons behind your concessions and what you expect in return. This transparency helps build trust and understanding between parties. It's also important to listen actively to the other party's needs and concerns. By doing so, you can tailor your concessions in a way that addresses their priorities while safeguarding your own interests.

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4 Leverage Timing

Timing can be a powerful tool in negotiations. If you sense eagerness from the other party to finalize the deal, you might hold off on making concessions until they've put their best offer on the table. Conversely, if your internal team is anxious to close, use this as an opportunity to push for a swift agreement from the other party in exchange for minor concessions. The key is to use timing to your advantage without appearing desperate or coercive.

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Derrick Chevalier

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Understand thoroughly, that timing & pressure are inextricably connected (or should be), if they are not, the chances of achieving the "highest and best results" as we strive for in the Comprehensive Negotiating Skills Universal Framework (CNSUF), are nearly impossible. 1st step, ask for an extension of the deadline, if it is granted, you've lifted the "pressure", and can continue to strategize. 2nd step, assess the consequences of not meeting the deadline? If you can withstand the consequences, you can shift the burden of "pressure" from you, on to your counterpart. 3rd step, test the limits of your counterparts "risk tolerance", often you'll find that theirs is less than your own. 4th step, set up a no cost consult with me.

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5 Build Relationships

Remember that negotiations aren't just about the immediate deal; they're also about building long-term relationships . When making concessions, consider how they will affect future interactions with the other party . A concession that fosters goodwill and establishes a foundation for ongoing business can be more valuable than a short-term win. Approach negotiations with a partnership mindset, where concessions are seen as investments in a continuing relationship rather than losses to be minimized.

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Nicholas Riley

Making SaaS a fairer place
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Building early relationships in negotiations is a strategic move. Establish rapport early to gain a deeper understanding of their priorities and concerns. Ask the right questions and listen carefully. With this insight, tailor your concessions for maximum impact. If they’re worried about a software learning curve, offer additional training sessions. This shows you’re invested in their success, not just closing the deal. Genuine concessions build trust. Reflecting a real understanding of their needs shows flexibility and commitment, strengthening the relationship and smoothing future negotiations. Early rapport gives you the insight to make meaningful concessions, fostering a long-term, mutually beneficial relationship.

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6 Assess Impact

Finally, always assess the impact of any concessions you make. Consider not only the immediate effects on the deal but also the long-term implications for your company. Will this concession set a precedent for future negotiations? How will it affect your market positioning or profitability? By thinking ahead, you can ensure that any concessions you make are aligned with your company's strategic goals and don't undermine your position in the long run.

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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?

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Julián Pástor

Lawyer & Business Strategist | Expert in Investment, Sports & Energy
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To handle concessions effectively under internal pressure, leverage contingent concessions and trial balloons to maintain strategic control and flexibility. Contingent concessions, like offering discounts for extended contract terms, ensure concessions are tied to specific outcomes. Trial balloons allow you to propose hypothetical scenarios to gauge the other party’s flexibility. Cultivate a culture of preparedness within your team through regular market updates and role-playing exercises. Use data analytics to inform your negotiation tactics, ensuring your concessions align with long-term goals. This proactive approach addresses immediate pressures and strengthens long-term business relationships.

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You're navigating internal pressure to close a deal. How do you handle concessions effectively?

1

2

3

4

5

6

7

1 Know Your Limits

2 Prepare Alternatives

3 Communicate Clearly

4 Leverage Timing

5 Build Relationships

6 Assess Impact

7 Here’s what else to consider

Negotiation

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You're navigating internal pressure to close a deal. How do you handle concessions effectively?

1

2

3

4

5

6

7

1 Know Your Limits

2 Prepare Alternatives

3 Communicate Clearly

4 Leverage Timing

5 Build Relationships

6 Assess Impact

7 Here’s what else to consider

Negotiation

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