B2B Negotiation Without Discounting
Dropping the price is the easy way out and the most dangerous. Learn 7 negotiation techniques top teams use to close at the price you want, not the one they negotiate.
What's included:
What you'll find inside
A preview of the key points. Download to access the full content.
Prepare your BATNA
Best Alternative To a Negotiated Agreement. Without alternatives, you negotiate from fear.
Anchor first and high
The first figure mentioned conditions the whole negotiation. Always anchor first.
Never concede without a trade-off
'I'll do 10% if we sign this week and you pay 50% upfront.' A trade, not a gift.
Offer alternatives without dropping price
Payment terms, reduced scope, pilot client, signed testimonial. Give value without losing margin.
The silence technique
After the counter-offer, stay quiet. 70% of people fill the silence by conceding something.
Break it down and compare
'It's €50/day, less than a coffee for the team.' Divide the price into small units.
Tiered-price clause
'First year 15% off, automatic increase the second.' Concede today but recover tomorrow.
💡 Teams applying 'mandatory trade-off' improve net margin by 12% per year.
Source: RAIN Group 2024
💡 Anchoring with a specific number (€97 vs €100) signals rigor and is negotiated less.
Source: Columbia Business
Stay in control with DealForge
Maximum-discount rules per user, alerts when minimum margins are crossed. Team discipline.