Quick Answer
For search, voice, and "just tell me what to do".
Negotiation is about information and risk. Use AI to map options (scope, timing, payment) and choose the calm next best move.
Key Takeaways:
- Negotiate with options, not pressure.
- Trade scope for price instead of discounting blindly.
- Pausing to add proof can be more powerful than pushing.
- AI helps you plan; you still make the judgment call.
Playbook
Define your floor, target, and ideal package.
Ask AI to propose concession options (scope, timeline, payment, support).
During the call, clarify the real constraint (budget, urgency, authority).
Choose: push (if aligned + ready) or pause (if trust/proof is missing).
Document outcomes and update your negotiation playbook.
Common Pitfalls
- Discounting as the first move.
- Negotiating without knowing the buyer's real constraint.
- Pushing when the real issue is trust or proof.
Metrics to Track
Discount rate
Average contract value
Close rate
Time-to-close
FAQ
When should I push?
When the buyer has clarity, authority, and urgency-and the remaining friction is simply decision momentum, not trust gaps.
When should I pause?
When objections signal uncertainty or missing proof. A pause to provide a case study or a demo often closes more deals than pressure.
What's the best alternative to discounting?
Adjust scope, timeline, or payment terms while preserving value. You can also add a limited bonus or clearer onboarding to reduce risk.
Related Reading
Next: browse the hub or explore AI Operations.