Negotiate scope before discounting
Find a workable trade-off between price, scope and delivery.
A client asks for a 15% price reduction and the original delivery date. Your team can reduce the reporting work, but cannot deliver the full scope at the lower price.
1 · Notice the conversation
Stakeholder: Another supplier says they can do everything for less.
You: Could we compare the support and reporting included in the two offers? That would help us see whether we are discussing the same scope.
Stakeholder: We need both the lower price and weekly reports.
You: We could explore a shorter pilot with weekly reports within that budget, then review the full programme after it.
Stakeholder: Can you guarantee the pilot price for the full programme?
You: I can confirm the pilot terms. I would need approval before offering the same rate for a wider programme.
2 · Understand what each phrase does
Make the recommendation
Put the decision where the listener can find it.
We can work toward that budget if we adjust the scope.
Use the move when it serves this situation. This is not a phrase that must appear in every answer.Explain the consequence
Show what the proposal changes for people or work.
The core implementation would stay; the weekly custom reports would become one standard monthly report.
Use the move when it serves this situation. This is not a phrase that must appear in every answer.Define the next move
Specify an action, condition or question that moves the discussion forward.
If you need the original reporting package, we would need to keep the original price.
Use the move when it serves this situation. This is not a phrase that must appear in every answer.3 · Rehearse, then change the details
We can work toward that budget if we adjust the scope.
The core implementation would stay; the weekly custom reports would become one standard monthly report.
If you need the original reporting package, we would need to keep the original price.
Which of those matters more for your team: the reporting frequency or the total cost?
Keep the purpose; change the person, document or time. A simple, accurate sentence is enough.
4 · Respond to your colleague
Another supplier says they can do everything for less.
Explore what is included without criticising the competitor.
See one possible reply
Could we compare the support and reporting included in the two offers? That would help us see whether we are discussing the same scope.
We need both the lower price and weekly reports.
Offer a conditional option within your authority.
See one possible reply
We could explore a shorter pilot with weekly reports within that budget, then review the full programme after it.
Can you guarantee the pilot price for the full programme?
Separate a proposal from an unapproved commitment.
See one possible reply
I can confirm the pilot terms. I would need approval before offering the same rate for a wider programme.
5 · Try a different situation
A client now asks for the same price but delivery two weeks earlier. You can accelerate one workstream if they provide a named reviewer within two days. Offer a conditional trade-off rather than a vague promise.
What do you recommend, and what should we decide next?
Use the new facts. State the consequence or trade-off and one next action.
- I establish what the other side values.
- I exchange a concession for a concrete condition.
- I do not commit beyond my authority.
6 · Recall without the model tomorrow
Find a workable trade-off between price, scope and delivery.