sales-negotiator

Name: sales-negotiator
Author: ncklrs

249installs3forks

How to install sales-negotiator?

ncklrs/startup-os-skills/sales-negotiator

$npx -y skills add ncklrs/startup-os-skills --skill sales-negotiator

Installs into the current project.

Summary

Expert sales negotiation strategist for B2B deal-making. Use when planning negotiation strategy, handling discount requests, closing deals, navigating procurement, or structuring win-win agreements. Covers anchoring, framing, BATNA development, multi-party negotiations, and contr

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SKILL.md

1	# Sales Negotiator
2
3	Strategic negotiation expertise for B2B sales teams — from preparation and psychology to closing techniques and win-win deal structuring.
4
5	## Philosophy
6
7	Great negotiation isn't about winning. It's about creating value that makes agreement inevitable.
8
9	The best B2B negotiators:
10	1. Prepare obsessively — The negotiation is won before it begins
11	2. Understand interests, not positions — What they want vs what they say they want
12	3. Expand the pie before dividing — Find value neither side saw initially
13	4. Walk away when necessary — A bad deal is worse than no deal
14
15	## How This Skill Works
16
17	When invoked, apply the guidelines in `rules/` organized by:
18
19	- `preparation-*` — Pre-negotiation research, planning, BATNA development
20	- `psychology-*` — Buyer psychology, stakeholder mapping, emotional intelligence
21	- `tactics-*` — Anchoring, framing, concession strategy, silence
22	- `pricing-*` — Discount handling, value justification, creative structuring
23	- `multiparty-*` — Procurement, legal, multi-stakeholder negotiations
24	- `closing-*` — Timing, techniques, commitment gaining
25
26	## Core Frameworks
27
28	### Negotiation Phases
29
30	\| Phase \| Activities \| Key Focus \|
31	\|-------\|-----------\|-----------\|
32	\| Preparation \| Research, BATNA, objectives, limits \| Know more than they do \|
33	\| Opening \| Anchor, frame, set expectations \| Control the narrative \|
34	\| Exploration \| Questions, listening, interest discovery \| Understand their world \|
35	\| Bargaining \| Concessions, trades, package building \| Create and claim value \|
36	\| Closing \| Commitment, documentation, next steps \| Lock in the win-win \|
37
38	### The BATNA Hierarchy
39
40	```
41	┌─────────────────┐
42	│ Walk Away │ ← Your power base
43	│ (Best Alternative)
44	├─────────────────┤
45	│ Resistance │ ← Fight hard here
46	│ Point │
47	├─────────────────┤
48	│ Target │ ← Aim here
49	│ Outcome │
50	├─────────────────┤
51	│ Aspiration │ ← Start here
52	│ (Anchor) │
53	└─────────────────┘
54	```
55
56	### Value Creation Model
57
58	- Unbundle — Separate components to trade differentially
59	- Logroll — Trade low-value for high-value items
60	- Expand — Add scope, terms, or timeline to create value
61	- Contingency — Use performance-based terms when certainty differs
62
63	### Stakeholder Power Map
64
65	```
66	┌─────────────────────────────────────────┐
67	│ DECISION DYNAMICS │
68	├─────────────────────────────────────────┤
69	│ Economic Buyer (signs check) │
70	│ ┌─────────┐ │
71	│ │ CFO │ ← Money authority │
72	│ └─────────┘ │
73	│ Technical Buyer (says it works) │
74	│ ┌─────────┐ ┌─────────┐ │
75	│ │ IT │ │ Eng │ ← Veto power │
76	│ └─────────┘ └─────────┘ │
77	│ User Buyer (uses it daily) │
78	│ ┌─────────┐ ┌─────────┐ │
79	│ │ Ops │ │ Support │ ← Political │
80	│ └─────────┘ └─────────┘ capital │
81	│ Champion (sells internally) │
82	│ ┌─────────┐ │
83	│ │ Your │ ← Must enable, not replace │
84	│ │ Ally │ │
85	│ └─────────┘ │
86	└─────────────────────────────────────────┘
87	```
88
89	## Negotiation Styles
90
91	\| Style \| When to Use \| Risk \|
92	\|-------\|------------\|------\|
93	\| Collaborative \| Long-term relationship, complex deals \| May leave value on table \|
94	\| Competitive \| One-time transaction, commodity \| Damages relationship \|
95	\| Compromising \| Time pressure, equal power \| Suboptimal for both \|
96	\| Accommodating \| Relationship > outcome, minor issue \| Sets bad precedent \|
97	\| Avoiding \| Losing battle, need time \| May miss windows \|
98
99	## Concession Patterns
100
101	### The Diminishing Concession Pattern
102
103	```
104	First offer: $100,000
105	Concession 1: -$8,000 (8%)
106	Concession 2: -$4,000 (4%)
107	Concession 3: -$2,000 (2%)
108	Concession 4: -$500 (0.5%)
109	Final: $85,500
110
111	Signal: "We're approaching our limit"
112	```
113
114	### The Package Trade Pattern
115
116	```
117	Instead of:
118	"I'll give you 10% off"
119
120	Use:
121	"I can reduce price by 10% if we:
122	- Sign a 2-year commitment
123	- Pay annually upfront
124	- Provide a case study"
125	```
126
127	## Anti-Patterns
128
129	- Negotiating against yourself — Making concessions without counter-demands
130	- Revealing your BATNA — Telling them your alternatives

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sales-negotiator

249installs3forks

View on GitHub

How to install sales-negotiator?

ncklrs/startup-os-skills/sales-negotiator

$npx -y skills add ncklrs/startup-os-skills --skill sales-negotiator

Installs into the current project.

Summary

Files · 1

View on GitHub

SKILL.md

1	# Sales Negotiator
2
3	Strategic negotiation expertise for B2B sales teams — from preparation and psychology to closing techniques and win-win deal structuring.
4
5	## Philosophy
6
7	Great negotiation isn't about winning. It's about creating value that makes agreement inevitable.
8
9	The best B2B negotiators:
10	1. Prepare obsessively — The negotiation is won before it begins
11	2. Understand interests, not positions — What they want vs what they say they want
12	3. Expand the pie before dividing — Find value neither side saw initially
13	4. Walk away when necessary — A bad deal is worse than no deal
14
15	## How This Skill Works
16
17	When invoked, apply the guidelines in `rules/` organized by:
18
19	- `preparation-*` — Pre-negotiation research, planning, BATNA development
20	- `psychology-*` — Buyer psychology, stakeholder mapping, emotional intelligence
21	- `tactics-*` — Anchoring, framing, concession strategy, silence
22	- `pricing-*` — Discount handling, value justification, creative structuring
23	- `multiparty-*` — Procurement, legal, multi-stakeholder negotiations
24	- `closing-*` — Timing, techniques, commitment gaining
25
26	## Core Frameworks
27
28	### Negotiation Phases
29
30	\| Phase \| Activities \| Key Focus \|
31	\|-------\|-----------\|-----------\|
32	\| Preparation \| Research, BATNA, objectives, limits \| Know more than they do \|
33	\| Opening \| Anchor, frame, set expectations \| Control the narrative \|
34	\| Exploration \| Questions, listening, interest discovery \| Understand their world \|
35	\| Bargaining \| Concessions, trades, package building \| Create and claim value \|
36	\| Closing \| Commitment, documentation, next steps \| Lock in the win-win \|
37
38	### The BATNA Hierarchy
39
40	```
41	┌─────────────────┐
42	│ Walk Away │ ← Your power base
43	│ (Best Alternative)
44	├─────────────────┤
45	│ Resistance │ ← Fight hard here
46	│ Point │
47	├─────────────────┤
48	│ Target │ ← Aim here
49	│ Outcome │
50	├─────────────────┤
51	│ Aspiration │ ← Start here
52	│ (Anchor) │
53	└─────────────────┘
54	```
55
56	### Value Creation Model
57
58	- Unbundle — Separate components to trade differentially
59	- Logroll — Trade low-value for high-value items
60	- Expand — Add scope, terms, or timeline to create value
61	- Contingency — Use performance-based terms when certainty differs
62
63	### Stakeholder Power Map
64
65	```
66	┌─────────────────────────────────────────┐
67	│ DECISION DYNAMICS │
68	├─────────────────────────────────────────┤
69	│ Economic Buyer (signs check) │
70	│ ┌─────────┐ │
71	│ │ CFO │ ← Money authority │
72	│ └─────────┘ │
73	│ Technical Buyer (says it works) │
74	│ ┌─────────┐ ┌─────────┐ │
75	│ │ IT │ │ Eng │ ← Veto power │
76	│ └─────────┘ └─────────┘ │
77	│ User Buyer (uses it daily) │
78	│ ┌─────────┐ ┌─────────┐ │
79	│ │ Ops │ │ Support │ ← Political │
80	│ └─────────┘ └─────────┘ capital │
81	│ Champion (sells internally) │
82	│ ┌─────────┐ │
83	│ │ Your │ ← Must enable, not replace │
84	│ │ Ally │ │
85	│ └─────────┘ │
86	└─────────────────────────────────────────┘
87	```
88
89	## Negotiation Styles
90
91	\| Style \| When to Use \| Risk \|
92	\|-------\|------------\|------\|
93	\| Collaborative \| Long-term relationship, complex deals \| May leave value on table \|
94	\| Competitive \| One-time transaction, commodity \| Damages relationship \|
95	\| Compromising \| Time pressure, equal power \| Suboptimal for both \|
96	\| Accommodating \| Relationship > outcome, minor issue \| Sets bad precedent \|
97	\| Avoiding \| Losing battle, need time \| May miss windows \|
98
99	## Concession Patterns
100
101	### The Diminishing Concession Pattern
102
103	```
104	First offer: $100,000
105	Concession 1: -$8,000 (8%)
106	Concession 2: -$4,000 (4%)
107	Concession 3: -$2,000 (2%)
108	Concession 4: -$500 (0.5%)
109	Final: $85,500
110
111	Signal: "We're approaching our limit"
112	```
113
114	### The Package Trade Pattern
115
116	```
117	Instead of:
118	"I'll give you 10% off"
119
120	Use:
121	"I can reduce price by 10% if we:
122	- Sign a 2-year commitment
123	- Pay annually upfront
124	- Provide a case study"
125	```
126
127	## Anti-Patterns
128
129	- Negotiating against yourself — Making concessions without counter-demands
130	- Revealing your BATNA — Telling them your alternatives

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