A prospect asks for a large discount before legal review. How would you handle the negotiation?

Question

Accepted Answer

I would avoid negotiating price without understanding the reason and tradeoff. For example: I can discuss pricing, but I want to understand what is driving the discount request. Is it budget, comparison with another vendor, or internal approval? If we adjust commercial terms, we should also discuss scope, timing, contract length, or payment terms. This keeps negotiation tied to value and mutual commitment.