Hold the price or move the date
Independent. 15 seconds to prepare, 45 seconds to speak.
This speaking turn is a negotiation in one minute. You choose to hold the price or move the date, and you say why. The frame is position, reason, example, and a return to the position. A stack of maybe and possibly is not a choice. Read the model first so the percentage and the date are in your mouth before you build your own turn.
Read the script aloud once. Then give your own 45-second answer. You may hold the price or offer the discount. Keep a position, one reason, and one example.
Read this aloud
I think we should hold the price and move the date to April 18. The reason is that an 8 percent discount would erase the margin, and the plant cannot ship before the parts arrive on April 2. For example, last March we cut a price to keep a date, and the second shipment was no longer profitable. That is why I would rather move the date than teach the client that every meeting starts with a cut.
A shape that holds
- I think we should…
- The reason is…
- For example, last…
- That's why I would…
Clock
0:15
Answer every question, then check.