WorkflowVersion 2

Negotiate a sales deal within commercial limits

Practice a fictional B2B SaaS negotiation from economic preparation through buyer discovery, compliant package revision, an honest follow-up and evidence-based reflection. Commercial correctness is checked separately from listening; closing at any cost is not the goal.

Canvas

Activities

FormPrepare alternatives and a defensible negotiation boundaryPrimary focus: unit economics and negotiation preparation. Calculate complete-package cost before promising concessions.
AI chatDiscover the buyer's constraint and negotiate in chatPrimary focus: observable listening and responsive persuasion. Make commercially defensible conditional offers without manufacturing consent.
FormRevise the package and request only legitimate approvalPrimary focus: commercial correctness and accountable decision revision. Reconcile the full proposal to buyer constraints and seller policy.
FormWrite a precise follow-up without overpromisingPrimary focus: accountable customer communication. Keep the approved, conditional and unresolved terms distinct.
FormDebrief the negotiation and plan one transfer experimentPrimary focus: specific learning from practice. Separate economic compliance, listening, persuasion and outcome luck.

BATNA/ZOPA Framework

Assess preparation around best alternatives, bargaining boundaries, and possible agreement zones. Assess negotiation preparation using supplied alternatives, constraints and counterpart information; unknown counterpart limits remain assumptions. Original task rubric; not a guarantee of agreement.

Active Listening Observation Rubric

Use the structured behavior observation procedure for Active listening. Predefine original observable indicators and observe a relevant interaction or artifact. Observe paraphrasing, clarifying questions, turn-taking, and accurate understanding in conversation. Use consent for recordings and comparable observation conditions; retain accommodation and context notes. Rate only evidence actually elicited in this procedure. Missing or inaccessible evidence is insufficient, not the lowest anchor. Cite exact accepted evidence. Rate evidence in the specified task and role context; do not infer a stable trait, health status or general employment suitability. An absent opportunity or inaccessible evidence is insufficient evidence, never level 1. Allow appropriate language, disability and cultural accommodations; accent, eye contact, gesture frequency and neurotypical style are not competence proxies. Do not infer motives from appearance or count eye contact as a universal norm. Text alone cannot establish visual or vocal behaviors; missing modality remains insufficient evidence.

Decision Quality Framework

Evaluate problem framing, alternatives, evidence, trade-offs, and explanation of the decision. Requires a task that elicits the stated dimensions and evidence attributable to this participant. Not the publisher’s instrument, scoring system or certification. Some levels require a revision, test or outcome; if the activity does not elicit it, do not guess. Source verification supports method identification, not validation of this new scoring rubric.