Prepare the next conversation, session or decision.
Work through these 10 steps and choose the actions relevant to your situation. The pitfalls are illustrative examples, not customer quotations. Use the checklist on screen or print it for your preparation.
Clarify the decision
Illustrative pitfall
“The negotiation started before either side agreed the proposed scope.”
- Confirm what is being negotiated.
- Separate price, scope, timing and delivery issues.
- Identify what has already been agreed.
Understand the interests
Illustrative pitfall
“Both sides argued positions without discussing the need behind them.”
- Ask what the requested change would achieve.
- Explore constraints and priorities.
- Check which issues matter most to each side.
Know your authority
Illustrative pitfall
“A confident promise exceeded the seller's mandate.”
- Confirm approval limits and escalation routes.
- Identify terms requiring legal, finance or delivery review.
- Keep proposed changes distinct from approved commitments.
Prepare your boundaries
Illustrative pitfall
“Pressure in the meeting replaced an agreed internal position.”
- Define acceptable options with the responsible owners.
- Identify material risks and dependencies.
- Know when to pause for review.
Build realistic options
Illustrative pitfall
“The only alternative offered was a larger discount.”
- Consider authorised changes to scope, timing or service.
- Estimate the practical effect of each option.
- Check that the option still meets the buyer's need.
Plan explicit trades
Illustrative pitfall
“We gave a concession before asking what it would resolve.”
- Link a proposed concession to a clear condition.
- Explain what each side would commit to.
- Avoid vague or unrecorded exchanges.
Check delivery consequences
Illustrative pitfall
“A commercial agreement created an impossible implementation promise.”
- Review proposed commitments with delivery owners.
- Confirm resource and technical dependencies.
- Make unresolved feasibility questions visible.
Handle pressure calmly
Illustrative pitfall
“An artificial deadline pushed the team into an unreviewed commitment.”
- Ask what drives the deadline.
- Take time to check material changes.
- Explain the approval step needed before confirmation.
Record the agreement accurately
Illustrative pitfall
“The written summary changed what had been discussed.”
- Summarise the agreed scope and conditions.
- Identify remaining approvals and open points.
- Confirm the appropriate formal documentation process.
Hand over the commitments
Illustrative pitfall
“The implementation team discovered the negotiated terms after kickoff.”
- Brief the teams responsible for delivery.
- Provide the approved record of commitments.
- Track conditions and dependencies through the handoff.
Put it to work
Turn the checklist into focused practice.
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