Negotiation Script Prompt Templates

Negotiation Preparation Brief
Salary Negotiation: [Company Name] Senior Engineer Offer

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**SITUATION SUMMARY**

Offer received: $160,000 base + standard benefits
Our target: $180,000 base + signing bonus + remote flexibility
Negotiation meeting: [Date/Time]

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**KEY ISSUES TO NEGOTIATE**

| Issue | Their Offer | Our Target | Minimum Acceptable |
|-------|-------------|------------|--------------------|
| Base salary | $160,000 | $180,000 | $170,000 |
| Signing bonus | None | $20,000 | $10,000 |
| Remote work | 3 days in office | 2 days in office | 2 days in office |
| Start date | Nov 1 | Dec 1 | Nov 15 |

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**OUR POSITION & JUSTIFICATION**

1. **Salary ($180K)**: Market data shows senior engineers in this market average $175-190K. My 8 years of experience and specific expertise in [technology] puts me in the upper range.

2. **Signing bonus ($20K)**: I'm leaving unvested equity worth approximately $25K. A signing bonus helps offset this loss.

3. **Remote flexibility (2 days in office)**: I'm most productive with focused remote time. Happy to be in office for collaboration days.

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**THEIR LIKELY POSITION & CONCERNS**

1. **Budget constraints**: They may have a salary band for this level. Response: Ask about total compensation flexibility (bonus, equity, signing bonus)

2. **Internal equity**: Paying me more might create issues with existing employees. Response: Keep my compensation confidential; focus on my unique value

3. **Remote work culture**: They may worry about team cohesion. Response: Propose trial period; offer to be flexible for important meetings

4. **Start date urgency**: They need to fill this role. Response: This is use, they want me, which supports my ask

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**TRADE-OFF OPTIONS**

If they push back on salary, I can trade:
- Accept $170K base if they add $15K signing bonus (total comp similar)
- Accept $170K base if they increase equity grant by 25%
- Accept $175K base with guaranteed 6-month review for increase

If they push back on remote work:
- Propose 3-month trial of 2-day in-office, revisit based on performance
- Offer specific in-office days (Tue/Wed for team collaboration)

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**BATNA (Best Alternative)**

If this negotiation fails, I can:
- Accept competing offer from [Other Company] at $165K (less interesting role)
- Stay at current job (stable but limited growth)
- Continue interviewing (2 other processes in progress)

BATNA strength: Moderate, I have options but this role is preferred

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**WALK-AWAY POINT**

I will decline the offer if:
- Base salary below $170,000 with no compensating factors
- Required in office more than 3 days/week
- They're inflexible on all points (signals cultural mismatch)

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**OPENING SCRIPT**

"Thank you for the offer, I'm excited about this role and the team. I've thought carefully about the package, and I'd like to discuss a few points that would help me say yes enthusiastically. Can I share my thoughts on compensation and flexibility?"

Objection Response Script
Contract Renewal Price Negotiation

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**OBJECTION 1: "Our budget is fixed, we simply can't pay more than last year"**

Why they say this: Creates artificial constraint to limit your expectations

**Response script**:

"I understand budget constraints, every organization faces them. [Acknowledge]

Help me understand: is the constraint on the total annual spend, or the per-unit cost? [Probe]

Because if it's total spend, we might look at adjusting the scope or payment terms rather than reducing the unit price. We've also seen clients shift budget from other line items when they see the ROI we deliver. [Reframe]

What if I showed you how our service has saved you $X this year, would that help make the case internally for the investment? [Bridge to value]"

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**OBJECTION 2: "Your competitor is offering the same thing for 30% less"**

Why they say this: May be true, may be bluffing, or comparing unlike offerings

**Response script**:

"I appreciate you sharing that, it's helpful context. [Acknowledge]

Can you tell me more about what's included in their proposal? I want to make sure we're comparing equivalent offerings. [Probe]

In my experience, the differences usually show up in [service level, implementation support, reliability, hidden fees]. When you look at total cost of ownership, including the transition costs and learning curve, how do the numbers compare? [Reframe]

I'm confident in our value, but I'm also committed to finding a solution that works for you. Let me see what flexibility I have, and let's make sure we're solving the right problem. [Bridge]"

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**OBJECTION 3: "We've been loyal customers, we deserve a discount"**

Why they say this: Appeals to relationship to extract concession without giving anything

**Response script**:

"Absolutely, and we value this relationship deeply. Your loyalty matters to us, which is why we've invested in [specific things you've done for them]. [Acknowledge]

I want to honor that relationship with a fair deal for both of us. [Reframe]

Rather than a straight discount, what if we looked at adding value in a way that recognizes your loyalty? For example, we could include [additional service, extended support, priority access] at no additional cost. Would that work for you? [Bridge to alternative]

Or, if a discount is important to you, could we discuss a longer-term commitment that would let me offer better pricing? [Trade-off]"

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**OBJECTION 4: "We need to think about it / talk to others"**

Why they say this: May be genuine, may be avoidance, may be seeking competing offers

**Response script**:

"Of course, this is an important decision and I want you to feel confident. [Acknowledge]

To help me help you, what specific questions do you need answered? Are there concerns I can address right now? [Probe]

And just so I can manage timing on my end, when do you expect to make a decision? Is there anything happening between now and then that would affect the decision? [Create urgency without pressure]

I can hold this proposal until [date]. Would it help if I prepared a summary document for whoever else needs to be involved? [Bridge to next step]"

Vendor Negotiation Script
CRM Contract Renewal

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**CONTEXT**
- Current contract: $50,000/year, expires in 45 days
- Their proposal: $57,500/year (15% increase)
- Our use: Competitor quote at $43,000/year
- Goal: Maintain $50K pricing or get significant added value

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**OPENING (2 minutes)**

"Thanks for meeting with us. We've been happy customers for three years, and we want to continue the relationship. However, I have to be direct: a 15% increase doesn't work for us, and I want to find a path forward that makes sense for both sides."

[Pause, let them respond first]

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**KEY TALKING POINTS**

**Point 1: Market context**
"We've done our homework on the market. Frankly, we've received a competitive proposal at $43,000, that's 25% below even your current pricing, let alone the proposed increase."

**Point 2: Relationship value**
"Now, we're not looking to switch vendors. There's a cost to transition, and we value the relationship. But we need a deal that reflects market reality and our three years as a customer."

**Point 3: Our ask**
"What we're looking for is simple: maintain our current $50,000 annual rate for another two years, or show us $7,500 worth of additional value that justifies the increase."

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**IF THEY PUSH BACK**

*"Our costs have increased"*
→ "I understand costs rise. Our costs have risen too, which is why a 15% increase is hard to absorb. What's the minimum increase that works on your end?"

*"We can't match competitor pricing"*
→ "I'm not asking you to match $43K. I'm asking to stay at $50K, that's still a premium over the competitor. What would you need from us to make that work?"

*"This is our standard pricing"*
→ "I appreciate that, but we're not a standard customer, we've been loyal for three years and have been great references. Can you check what flexibility you have for long-term customers?"

*"I need to check with my manager"*
→ "I understand. When can we reconnect? I need to make a decision by [date], and I'd rather make it with you than the competitor."

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**TRADE-OFF OPTIONS**

If they won't budge on price, propose:
1. "What if we commit to a 3-year term? Would that unlock better pricing?"
2. "Can you add [specific feature/support tier] at the $57,500 price point?"
3. "What about a one-year freeze at $50K, then increase to $55K in year 2?"

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**CLOSING**

"Here's where we are: I can commit to renewing today at $50,000 for two years. That's a $100K commitment and continues our partnership. Can you make that work?"

[If yes]: "Great, let's document this and get the paperwork started."

[If no]: "I appreciate you trying. I need to discuss the competitor option with my team. Can we reconnect [tomorrow/this week] before I make a final decision?"

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**WALK-AWAY POINT**

If they won't move below $55,000 AND won't add meaningful value, we will:
1. Begin transition planning to competitor
2. Request 90-day extension at current pricing for migration
3. Accept short-term disruption for long-term savings

Collaborative Negotiation Framework
Project Deadline Discussion

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**POSITIONS vs. INTERESTS**

| | Position (What they say) | Interest (What they need) |
|-|--------------------------|---------------------------|
| Us | "We need until Dec 15" | Time to deliver quality work without burning out team |
| Client | "We need it by Dec 1" | Launch before holiday shopping season peaks |

Key insight: Their interest isn't the date, it's the holiday season opportunity.

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**UNDERLYING INTERESTS ANALYSIS**

**Their interests:**
- Capture holiday shopping traffic (peaks Dec 10-20)
- Have time to troubleshoot before busiest days
- Look good to their stakeholders by hitting committed date
- Not delay dependent marketing campaigns

**Our interests:**
- Deliver quality work we're proud of
- Not burn out our team with crunch time
- Maintain profitable relationship
- Avoid scope creep and rework

**Shared interests:**
- Successful launch
- Quality product
- Continued partnership

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**WIN-WIN SOLUTIONS**

**Option 1: Phased delivery**
"What if we launch the core functionality by Dec 1, and deliver the advanced features by Dec 15? You'd capture the holiday traffic with the essential experience, and we'd have time to polish the extras."

- Meets their interest: Holiday launch happens
- Meets our interest: Team has reasonable timeline
- Win-win score: High

**Option 2: Reduced scope for Dec 1**
"Looking at the feature list, we could deliver [features A, B, C] by Dec 1 if we defer [feature D] to January. Feature D is great, but the others drive 90% of the value."

- Meets their interest: Full launch by deadline
- Meets our interest: Achievable scope
- Win-win score: High

**Option 3: Additional resources (cost increase)**
"To hit Dec 1 with full scope, we'd need to bring in two contractors at an additional $15K. This preserves the deadline and full functionality. Would that work for your budget?"

- Meets their interest: Everything on time
- Meets our interest: Resources to do it right
- Win-win score: Medium (depends on their budget)

**Option 4: Soft launch Dec 1, full launch Dec 15**
"We could do a soft launch to your VIP customers on Dec 1, gather feedback, then do the full public launch Dec 15. You'd actually have a better product for the main launch."

- Meets their interest: Claims Dec 1 milestone
- Meets our interest: Time for quality
- Win-win score: High

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**NEGOTIATION SCRIPT**

"I hear that Dec 1 is important, you need to be live for the holiday season. Let me make sure I understand: is the critical date Dec 1, or is it being live and stable for the Dec 10-20 peak traffic period?"

[Listen to their answer, it reveals what they really need]

"Here's what I'm thinking: rather than compromising on quality or burning out my team, what if we [present Option 1 or 4]? You'd hit your holiday window, and we'd deliver something we're both proud of. What do you think?"

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**IF THEY INSIST ON FULL SCOPE BY DEC 1**

"I understand the pressure you're under. Let me be transparent: Dec 1 with full scope means [specific quality or stability risk]. I don't want to set us up for problems during your busiest season.

If Dec 1 with full scope is truly non-negotiable, we need to discuss [Option 3: additional resources]. What's your flexibility on budget?"

Difficult Conversation Script
Ending Vendor Relationship

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**CONTEXT**
- Relationship: 2 years, previously positive
- Issues: Missed deadlines (3 in last quarter), quality problems
- Their efforts: They've tried to improve but results haven't followed
- Our decision: Made and final, this is communication, not negotiation

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**PREPARATION**

Before the conversation:
- [ ] Document specific performance issues with dates
- [ ] Confirm decision with internal stakeholders
- [ ] Prepare transition plan
- [ ] Review contract for termination requirements
- [ ] Have HR or legal aware (if applicable)

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**OPENING (Direct but compassionate)**

"Thanks for meeting with me. I want to be respectful of your time by being direct about why we're talking today.

We've decided to transition away from [Vendor] at the end of our current contract term. This was a difficult decision, and I wanted to tell you personally rather than have you hear it through a formal notice."

[Pause, let them process]

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**KEY MESSAGES**

**Message 1: The decision is made**
"I want to be clear: this decision is final. I'm not looking to renegotiate, I'm here to discuss how we can make this transition as smooth as possible for both sides."

**Message 2: The reasons (factual, not personal)**
"Over the past two quarters, we've experienced [3 missed deadlines, X quality issues]. We've discussed these concerns and seen effort to improve, but the results haven't met our business needs. We need a partner that can deliver consistently, and we've decided to make a change."

**Message 3: Acknowledge the good**
"I want to acknowledge that you personally have been responsive and professional. This isn't about our relationship, it's about business results."

**Message 4: Transition focus**
"My priority now is a smooth transition. I'd like to discuss how we hand off [current projects, documentation, access] over the next [timeframe]."

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**HANDLING LIKELY RESPONSES**

*If they get defensive or make excuses:*
"I hear you, and I understand you see it differently. The decision has been made based on our experience. I'd rather focus our time on how we transition well than relitigate the past."

*If they offer to fix things / ask for another chance:*
"I appreciate that offer, and I believe it's sincere. However, we've reached a point where we need to make a change. The decision is final."

*If they escalate ("I need to talk to my manager" or "Can we involve leadership?"):*
"You're welcome to discuss this with your leadership. I'd ask that any conversation happen quickly, we need to begin transition planning by [date]."

*If they get emotional:*
"I can see this is difficult news. Would you like to take a moment, or should we continue? [Give them space] I know this isn't easy to hear, and I respect the work you've put in."

*If they ask who you're going with:*
"I'm not in a position to share that right now. My focus is on transitioning well with you."

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**CLOSING**

"I know this isn't the outcome you wanted. Here's what I'm proposing for next steps:

1. I'll send formal written notice today per our contract terms
2. Let's schedule a transition planning meeting for [date]
3. We'll need [specific handoff items] by [dates]

Is there anything you need from me right now to begin the internal conversation on your end?"

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**AFTER THE CONVERSATION**

- [ ] Send formal termination notice in writing (same day)
- [ ] Document conversation summary
- [ ] Brief internal team on transition timeline
- [ ] Schedule transition planning meeting
- [ ] Monitor for any retaliation or service degradation