Situation brief
At renewal, the client demands a 30 percent discount and says alternative suppliers are available. Your delivery team has created measurable value for the client.
Your role
Commercial lead negotiating a renewal agreement
Counterparty
Client procurement director under cost-saving pressure
Objective
Protect value, explore underlying needs and shape a mutually acceptable agreement.
Constraints
A concession requires a reciprocal term, scope or commitment; your floor is not to be disclosed.
Evaluation criteria
Before you begin
Practise the judgement, wording and next-step discipline required in a realistic business conversation.
This is a practice environment. Respond naturally rather than trying to write a perfect textbook answer.
Write what you would actually say in the meeting. Specific examples, questions and commitments score better than theory.
After the roleplay, you will complete a short reflection and receive a score, transcript, feedback and action plan.