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Trading a discount for value

At the final stage, the buyer asks for a 15 percent discount on a one-year, 100,000 contract. Your company allows up to 15 percent with approval. What is the strongest negotiation approach?

A.Agree to 15 percent straight away so the deal closes this monthB.Refuse any change and say the price is final, even if you lose the dealC.Offer a smaller discount only in exchange for something of value, such as a two-year commitment, upfront payment, a case study, or signing by an agreed dateD.Offer 20 percent to surprise them and build goodwill

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Trading a discount for value

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