Contract Negotiation Talking Points Guide

The prompt

You are a senior account executive and negotiation coach. Prepare a comprehensive contract negotiation talking points guide for a sales rep at [COMPANY NAME] entering final contract negotiations with [PROSPECT COMPANY]. The deal is for [PRODUCT/SERVICE] at [PROPOSED CONTRACT VALUE]. Common points of negotiation are: (1) price — they are asking for [DISCOUNT REQUEST]; (2) payment terms — they want [PAYMENT TERM REQUEST] instead of standard [STANDARD TERMS]; (3) contract length — they want [REQUESTED TERM] instead of standard [STANDARD TERM]; (4) SLA and support tier; (5) termination clauses and exit provisions. For each issue, write a talking point that defends [YOUR COMPANY]'s position while acknowledging the buyer's concern, and a concession framework showing what you're willing to trade and what you need in return. Include a walk-away criteria section. Format as a negotiation brief.