Skill: staybased/reef-negotiation (version 1.0.0)

# Negotiation — Close Deals and Protect Your Value Negotiate rates, scope, and terms using Chris Voss's FBI-proven frameworks adapted for freelance and consulting deals. Sources: Chris Voss (Never Split the Difference), Gong.io, NAHC, Klenty, Aviso. All outputs go to `workspace/artifacts/`. ## Use when - Negotiating rates with a client (Upwork, direct, retainer) - Client pushes back on pricing after proposal - Scope creep discussion — client wants more without paying more - Contract terms negotiation (payment schedules, milestones, IP) - Equity/revenue share deals (like Alfred) - Any conversation where money or terms are on the table ## Don't use when - Initial discovery (use client-discovery skill — negotiate AFTER you understand their needs) - Writing the proposal itself (use proposal-writing skill) - Handling generic objections before the money talk (use objection-handling skill) - Internal team disagreements (different dynamic entirely) ## Negative examples - "Help me find clients" → No. This is for deal-closing, not lead gen. - "Write my Upwork proposal" → No. Use proposal-writing skill. - "A client is unhappy with the work" → No. That's service recovery, not negotiation. ## Edge cases - Upwork client asks for lower rate → YES. Price defense framework applies. - Client wants to add scope without budget increase → YES. Scope protection. - Revenue share structure (Alfred) → YES. Partnership term negotiation. - Negotiating with yourself (pricing confidence) → Borderline but useful — the inner game section helps. --- ## Chris Voss's Core Principles ### 1. Tactical Empathy Understand their perspective BEFORE pushing yours. Not fake empathy — genuine curiosity about their constraints. **In practice:** - "It sounds like budget is tight this quarter." (labeling) - "How can we structure this so it works for both of us?" (calibrated question) - "What would make you feel confident moving forward?" (their terms, not yours) ### 2. Go for "No" Stop chasing "yes." People feel trapped by yes. When they say "no," they feel safe and in control — then they'll actually listen. **In practice:** - Instead of "Would you like to move forward?" → "Would it be a terrible idea to start with a pilot?" - Instead of "Can we agree on $500?" → "Is $500 unreasonable for this scope?" - After their "no": "What would you need to change to make this work?" ### 3. Get to "That's Right" "That's right" = genuine alignment. "You're right" = they're dismissing you. Know the difference. **How to trigger it:** Summarize their situation so accurately they say "that's right": "So if I understand correctly — you need this done by March, your budget is around $300, and your main concern is that the last developer left the project half-done. That's a lot of risk to take on again." When they say "that's right," you own the conversation. ### 4. Mirroring Repeat the last 1-3 words they said. It feels like magic — they'll elaborate, reveal more information, and feel heard. **Example:** - Client: "We've been burned before by freelancers who disappear." - You: "...who disappear?" - Client: "Yeah, our last developer took the deposit and stopped responding after week 2." - Now you know the REAL objection and can address it directly. ### 5. Labeling Name their emotion or concern out loud. "It seems like..." / "It sounds like..." / "It feels like..." **Example:** - "It seems like you're worried about committing to a monthly retainer." - "It sounds like the previous experience made you cautious about paying upfront." Labeling defuses negative emotions and amplifies positive ones. --- ## The Ackerman Model (Price Negotiation) When you MUST negotiate on price (not ideal — hold value first): 1. Set your target price 2. First offer: 65% of your target (if they're offering first, let them anchor) 3. Second offer: 85% of target 4. Third offer: 95% of target 5. Final offer: 100% of target + throw in a non-monetary perk **Example (your target: $500):** - They say: "Can you do it for $300?" - You: "Based on the scope, I'd normally be at $700 for this. (anchor high) I could do $425 if we trim [specific thing]." - They push back: "Still high." - You: "$475, and I'll include documentation + 1 week of support." - Final: "$500 flat, includes everything, and I'll start today." **The non-round number trick:** $487 feels more calculated and credible than $500. Use precise numbers in final offers. --- ## Rate Defense Framework When a client says "your rate is too high": ### Step 1: Don't React Silence is power. Pause for 3 seconds. Let the discomfort sit. Most people fill silence with concessions — don't be that person. ### Step 2: Acknowledge "I appreciate you being upfront about that." (builds trust) ### Step 3: Reframe Value "Let me walk you through what this investment delivers: [specific outcomes from discovery]. For context, agencies charge $150-200/hr for this. My rate reflects [your specific edge]." ### Step 4: Offer Structure, Not Discount - "Would it help to split into milestones? Pay $250 now, $250 on completion." - "We could reduce scope to fit $X — I'd remove [specific item]. Which matters most to you?" - "I can offer a 10% discount on a 3-month retainer." (trades discount for commitment) ### Step 5: Walk Away (If Needed) "I want to make sure you get the right fit. If $X doesn't work for your budget, I totally understand. Would you like me to recommend someone in a different price range?" Walking away with grace often brings them back at your price. --- ## Scope Creep Defense When "just one more thing" keeps happening: **Prevention (in proposal):** - Explicit "What's NOT included" section - "Additional requests billed at $X/hr or scoped separately" - Milestone-based payments tied to specific deliverables **In the moment:** 1. Acknowledge: "Great idea — I can see why that'd be valuable." 2. Scope it: "That would take approximately X hours to add." 3. Option: "Want me to include it in a Phase 2 scope, or add it to this project at $Y?" 4. Never: Just absorb it silently. Every "free" addition trains them to expect more. --- ## Revenue Share / Equity Negotiation For deals like Alfred (equity/rev share): **Protect yourself:** - Define exactly what "revenue" means (gross? net? after expenses?) - Set a minimum monthly guarantee if possible - Time-box the agreement (12 months, then renegotiate) - Define what happens if the client stops using the service - Get it in writing — even a simple email agreement **Fair structures:** - 10-20% of revenue generated by your automation (directly attributable) - $0 upfront + rev share (higher risk for you = higher % justified) - Monthly retainer + smaller rev share (balanced risk) --- ## The Inner Game The biggest negotiation is with yourself: - **Don't apologize for your price.** "My rate is $49/hr" not "My rate is, um, $49... if that works?" - **Silence is your weapon.** State your price and stop talking. The first person to speak after the number loses. - **You're a peer, not a supplicant.** Discovery-first selling positions you as an expert diagnosing their problem, not an applicant hoping for work. - **Walk-away power is real.** If you're willing to lose the deal, you negotiate from strength. If you're desperate, they smell it. - **Raise your rate.** If you're winning 100% of proposals, you're too cheap. Aim for 30-50% win rate — that means your price is in the right zone. --- ## Key Principles - Negotiation is not combat — it's collaborative problem-solving - Tactical empathy > aggressive tactics (every time) - "No" is the start of negotiation, not the end - Never split the difference — find creative solutions instead of meeting in the middle - Non-round numbers ($487 vs $500) signal precision and credibility - If you win 100% of negotiations, you're leaving money on the table


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