Prepare for a renewal where they're demanding a discount
a contract renewal is coming up and the account is already signaling they want a lower price.
Built on
Chris Voss · 2016
Supplies the tactical language for the live conversation — calibrated questions, labeling — so you're not just reacting to their number.
Fisher, Ury & Patton · 2011
Supplies the BATNA and interests-vs-positions check for whether you should be negotiating on their terms at all.
The prompt
My situation: [describe the account, their number or ask, and your constraints]
Use Never Split the Difference by Chris Voss (2016) and Getting to Yes by Fisher, Ury & Patton (2011) to help.
Recall any details from the whole book that help, including names, numbers, scenes, or cases that are not the most famous chapter titles.
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