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This skill gives your AI agent the tools to research leverage, build counter-proposals, and close better deals on software, services, and materials contracts.\n\n## What It Does\n\n1. **Pre-negotiation research** — gather market rates, competitor pricing, and BATNA (best alternative) analysis\n2. **Leverage assessment** — score your bargaining position across 8 dimensions\n3. **Counter-proposal builder** — generate data-backed counter-offers with justification\n4. **Concession strategy** — plan what to give and what to hold, in what order\n5. **Contract term optimization** — flag unfavorable clauses and suggest alternatives\n6. **Post-negotiation scorecard** — measure savings achieved vs. target\n\n## Leverage Assessment (Score 1-5 Each)\n\n| Factor | Score | Notes |\n|--------|-------|-------|\n| **Switching cost** | ___ | How painful is it to move to a competitor? |\n| **Alternatives available** | ___ | How many viable alternatives exist? |\n| **Volume leverage** | ___ | Are you a significant customer for them? |\n| **Contract timing** | ___ | Is their quarter/year ending? Renewal coming? |\n| **Market conditions** | ___ | Is their market competitive or consolidated? |\n| **Relationship length** | ___ | Long-term customer = retention leverage |\n| **Public pricing** | ___ | Can you cite published rates or benchmarks? |\n| **Budget authority** | ___ | Can you credibly walk away? |\n\n**Total: ___ / 40**\n- 30-40: Strong position. Push for 15-30% reduction.\n- 20-29: Moderate. Target 8-15% improvement.\n- 10-19: Weak. Focus on terms, not price.\n- Below 10: Consider bundling or multi-year for leverage.\n\n## Negotiation Prep Template\n\n```\n=== VENDOR NEGOTIATION BRIEF ===\n\nVENDOR: ___\nCURRENT SPEND: $___/year\nCONTRACT RENEWAL DATE: ___\n\nWHAT WE'RE BUYING: ___\nCURRENT PRICE: $___\nTARGET PRICE: $___\nBATNA (best alternative): ___\nBATNA PRICE: $___\n\nLEVERAGE SCORE: ___ / 40\n\nTOP 3 NEGOTIATION POINTS:\n1. ___\n2. ___\n3. ___\n\nCONCESSIONS WE CAN OFFER:\n- Multi-year commitment (2-3 years for ___% discount)\n- Case study / reference (worth $___K in marketing to them)\n- Expanded scope (add ___ users/seats for volume discount)\n- Upfront payment (net-30 → prepay for ___% discount)\n\nWALK-AWAY POINT: $___\n\nRED LINES (non-negotiable):\n- ___\n- ___\n```\n\n## SaaS Negotiation Cheat Sheet\n\nThese tactics work on 80% of SaaS vendors:\n\n**Timing plays:**\n- Negotiate in their Q4 (Dec for calendar-year companies, Mar for fiscal-year)\n- Wait until 2 weeks before auto-renewal — urgency shifts to them\n- Start conversations in their slow season\n\n**Price anchors:**\n- \"We've been quoted $X by [competitor]\" — always have a real alternative\n- \"Our budget for this category is $X\" — frame it as a constraint, not a request\n- \"At $X we'd sign a 2-year deal today\" — give them certainty for discount\n\n**Common SaaS discount ranges:**\n| Tactic | Typical Discount |\n|--------|-----------------|\n| Annual prepay (vs monthly) | 15-20% |\n| Multi-year (2yr) | 20-30% |\n| Multi-year (3yr) | 25-40% |\n| Volume tier jump | 10-25% |\n| Case study / logo rights | 5-15% |\n| Startup/SMB pricing | 20-50% |\n| End-of-quarter deal | 10-30% |\n\n**Terms to negotiate (not just price):**\n- Payment terms: Net-60 or Net-90 instead of Net-30\n- Auto-renewal: Require 60-day notice, not 30\n- Price escalation cap: Max 5% annual increase\n- Termination for convenience: 30-day out clause\n- SLA credits: Real teeth — 10% credit per hour of downtime\n- Data portability: Full export within 30 days of termination\n\n## Services & Materials Negotiation\n\n**For professional services:**\n- Request blended rates instead of per-role pricing\n- Cap T&M with a not-to-exceed amount\n- Negotiate fixed-price for well-defined phases\n- Include knowledge transfer deliverables\n- Tie 15-20% of payment to deliverable acceptance\n\n**For physical goods/materials:**\n- Get 3 quotes minimum — always\n- Negotiate FOB terms (who pays shipping)\n- Request volume break schedule in writing\n- Lock pricing for 6-12 months with escalation cap\n- Payment: 50/40/10 (order/delivery/acceptance) not 100% upfront\n\n## Post-Negotiation Scorecard\n\n```\n=== NEGOTIATION RESULTS ===\n\nOriginal price: $___\nFinal price: $___\nSavings: $___ (___%)\n\nTarget was: $___\nHit target: Yes / No / Exceeded\n\nKey terms won:\n- ___\n- ___\n\nKey concessions made:\n- ___\n\nLessons for next time:\n- ___\n```\n\n## Annual Vendor Review Calendar\n\n| Month | Action |\n|-------|--------|\n| Jan | List all vendor contracts, renewal dates, annual spend |\n| Feb-Mar | Identify top 10 vendors by spend — start research |\n| Apr-May | Begin negotiations on upcoming renewals |\n| Jun | Mid-year vendor consolidation review |\n| Sep-Oct | Q4 negotiation window opens (best discounts) |\n| Nov | Finalize multi-year deals before budget freeze |\n| Dec | Audit: total savings achieved vs. target |\n\n**Goal: 12-18% average reduction across vendor portfolio = found money.**\n\n---\n\nBuilt by [AfrexAI](https://afrexai-cto.github.io/context-packs/) — AI context packs that make business teams faster.\n","readmeExcerpt":"Vendor Negotiation Playbook Prepare for any vendor or supplier negotiation with a structured framework. 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