Enterprise Deal Negotiation Playbook

Act as a negotiation coach. Write a complete negotiation playbook for closing enterprise deals for [product].

## Pre-Negotiation Preparation
- What to know before entering negotiation (BATNA, their BATNA, walk-away point)
- Information to gather about their budget cycle and decision authority
- Internal approval process to clarify

## Anchoring Strategy
- When and how to present the first number
- How to anchor high without losing credibility
- How to respond when they anchor first

## Concession Strategy
**The Concession Framework**:
1. Never give a concession without getting something in return
2. Make concessions smaller and slower as you go
3. Never concede on price alone — trade for value

**Pre-approved Concession Menu** (list value-adds to offer instead of discounts):
- Extended payment terms
- Additional user seats
- Training / implementation hours
- Extended trial period
- Case study / logo usage waiver
- Priority support tier
- Custom SLA

## Common Negotiation Scenarios

### Scenario 1: "We need a 30% discount to get this approved"
Response script + counter-offer structure

### Scenario 2: "We're going with [competitor] unless you match their price"
Response script + how to re-anchor on value

### Scenario 3: "We need to remove the annual commitment"
Response script + alternatives to offer

### Scenario 4: "Our legal team wants to use their paper"
How to handle contract negotiation

## Closing Techniques for Enterprise
- Trial close scripts
- The summary close
- How to create urgency without being pushy

## Walk-Away Protocol
When to walk away and how to do it gracefully