When it comes to cost reduction, most leaders think their biggest challenge is pricing.
It’s not.
The biggest challenge is positioning — crafting a clear, compelling, and credible case for change.
Because even with great market data or solid goals, many teams walk into negotiations with a vague message and mismatched delivery. The result? Missed savings, lost momentum, and strained relationships.
💡 Smart Negotiators Don’t Just Ask — They Package the Ask
We coach clients to approach every negotiation — whether with vendors or customers — like a strategic presentation. It must be:
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Rooted in data
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Aligned with your business goals
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Tailored to the other party’s motivators
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Presented by the right person in the right tone
🎁 What Goes Into “Packaging the Ask”
Here’s what our clients do differently:
1. Market Research Framing
They don’t just say “we think this is too expensive.”
They show what others are paying, what the market is bearing, and how usage or needs have shifted.
2. Strategic Anchoring
They connect the ask to broader business priorities — risk, margin, efficiency, capacity — not just cost.
3. Behavioral Delivery
They use the Predictive Index to make sure the person leading the negotiation is wired to deliver with credibility and confidence (and not unintentionally sabotage it with tone or timing).
4. Proactive Positioning
They anticipate the pushback and come ready with:
📊 Real Example: The “Before vs. After” Ask
Before:
“We’re hoping you can come down a bit. This feels high.”
After Packaging the Ask:
“We’ve reviewed comparable service levels and pricing in the market. Based on our strategic priorities this year — particularly in risk reduction and total ROI — we’re seeking to realign this engagement around a few key areas. I’d like to walk you through those priorities and see how we might structure the next phase together.”
Same conversation. Different outcome.
💬 The Takeaway
If you don’t lead the narrative, you’ll be reacting to theirs.
The best negotiation outcomes aren’t won with pressure — they’re won with preparedness, positioning, and the right messenger.
📅 Want help crafting your message before the conversation starts?
[Book a Strategy Alignment Session]
