📘 Module 6A Recap

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Module 6A Quick Recap

Before we start Module 6B today...

Let's do a quick 5-minute review of the negotiation preparation frameworks we learned last time

Use the navigation buttons below to move through the slides

🎯 The Big Idea

Never walk into a negotiation without knowing:

🧠 Your BUYER TYPE
⚖️ Your BATNA
💰 Your VALUE STACK

Module 6A was about PREPARATION (before the room)
Module 6B is about EXECUTION (during and after)

🧠 The 3 Buyer Types

Same pitch doesn't work for everyone

🔵 Analyst

Wants: Data, proof, ROI calculations

Give them: Spreadsheets, case studies, references

🟢 Collaborator

Wants: Partnership, long-term relationship

Give them: Support, co-creation, trust-building

🔴 Competitor

Wants: To win, get best deal

Give them: Scarcity, competitive advantage, status

⚖️ BATNA = Your Leverage

Best Alternative To Negotiated Agreement

What happens if this deal doesn't close?

✅ Strong BATNA

"I have 3 other qualified prospects ready to sign"

= Can walk away = More leverage = Better deal

❌ Weak BATNA

"This is my only deal this quarter"

= Desperate = Less leverage = Bad deal

💰 The Value Stack

Don't just talk about price. Stack your value across 7 layers:

  • 1️⃣ ROI & Cost Savings
  • 2️⃣ Efficiency Gains
  • 3️⃣ Risk Reduction
  • 4️⃣ Competitive Advantage
  • 5️⃣ Speed to Value
  • 6️⃣ Support & Partnership
  • 7️⃣ Innovation & Future-Proofing

🪜 The Concession Ladder

If you must give concessions, do it in this order:

Tier 1: Give First
Low-cost, high-value (training, extended support, onboarding help)
Tier 2: Give Second
Moderate cost (payment terms, phased delivery, implementation timeline)
Tier 3: Last Resort
Price discount (only if you get something back)
⚠️ Golden Rule: Never discount without getting something back:
Longer term, case study, reference, faster close date

🚀 Ready for Module 6B

Module 6A was PREPARATION:

✅ Know your buyer type
✅ Know your BATNA
✅ Know your value stack

Module 6B is EXECUTION:

🎯 Navigate 7 stakeholder types
🎯 Close deals with 7 techniques
🎯 Handle objections with LAER framework

Let's get started with Module 6B! 🎉