Home · Negotiation
Sales negotiation, without giving it away
How to hold your price when a buyer pushes. Start with your BATNA, the best alternative to a negotiated agreement: it tells you when to say yes, when to trade and when to walk. Every playbook credits its sources and rates each claim on the Brew Strength scale. No sign-up.
Negotiation · Live
Know your BATNA
Negotiation · 9 min read
What is BATNA? Meaning, examples and your walk-away point
Work out your best alternative in 4 steps, turn it into a walk-away point and read the buyer’s options. Scripts and a free worksheet.
Warm-Up · Optional
BATNA Brew-Off
Game · About 2 minutes
Test your BATNA skills
Eight deal situations against the clock: value your alternative, read the buyer, then accept, trade or walk.
Negotiation · Coming soon
How to say no to a discount request
Coming soon
How to say no to a discount request
With an email reply you can copy.
Negotiation · Coming soon
Trade, don't concede
Coming soon
Trade, don't concede
What to ask for in return when you give something.
Negotiation · Coming soon
Who names the first number
Coming soon
Who names the first number
Anchoring, and how high to open.
Negotiation · Coming soon
Negotiating with procurement
Coming soon
Negotiating with procurement
Their playbook, and how to answer it.
Negotiation · Coming soon
Telling customers about a price increase
Coming soon
Telling customers about a price increase
Words that keep the account.
Want the tools? Check a deal with Deal Odds, price a discount with Discount Damage, or warm up with Objection Rapid-Fire.