Worksheets · Pricing
Negotiation Prep: BATNA & Concession Planner
Structured Negotiation Preparation
Overview
Thorough preparation is key to successful negotiation. This worksheet provides a structured approach to evaluate your alternatives, determine your walk-away point, and pre-plan potential concessions, ensuring you enter negotiations confidently and strategically. It helps anticipate your counterpart's moves.
Purpose
Use this worksheet to systematically prepare for any B2B pricing negotiation, ensuring you cover all critical strategic elements before discussions begin.
Why it matters
Structured preparation reduces negotiation anxiety, prevents impulsive decisions, and significantly improves your chances of achieving favorable pricing and terms.
Unlock the full playbook
The step-by-step instructions, AI companion prompt, worked example, common mistakes and downloadable files are available to members.
When to use it
Complete this worksheet before engaging in any significant B2B pricing discussion.
Tags
- negotiation-preparation
- pricing-worksheet
- b2b-sales
- concession-strategy
- deal-making
- strategic-planning