> ## Documentation Index
> Fetch the complete documentation index at: https://irisdocs.prescientlabs.ai/llms.txt
> Use this file to discover all available pages before exploring further.

# Negotiation

> Protect scope, price and delivery quality by trading deliberately rather than conceding automatically.

Negotiation should change the shape of the deal, not simply reduce your fee.

## Trade, do not concede

If the client asks for a lower price, exchange it for something meaningful:

* reduced scope;
* fewer stakeholders;
* a longer timeline;
* faster payment;
* a longer commitment;
* reduced support;
* removal of optional deliverables.

Avoid keeping the same scope, risk and deadline while only reducing price.

## Negotiate scope before rate

When a client says the fee is too high, ask which outcome matters most. A smaller engagement that still produces a useful decision is often better than an underpriced full scope.

## Protect payment terms

Deposits and milestone payments reduce financing risk. If a client asks for payment only after results, separate payment for your delivery from any genuinely performance-linked element.

## Handle procurement pressure

Procurement may ask for discounts or competing quotes even when the business sponsor wants the work. Keep the sponsor involved and make clear which changes affect delivery.

## Know your walk-away point

Before negotiation, know:

* minimum acceptable margin;
* non-negotiable scope protections;
* payment terms you can support;
* delivery risks you will not accept;
* client behaviours that indicate poor fit.

## Useful language

> We can bring the fee down, but we would need to change one of scope, timing or support. Let’s decide which is least important to you.

> I can agree to that payment schedule if we separate the optional workshop from the core diagnostic.

> We cannot responsibly commit to that production outcome until the technical design phase is complete. I would rather price that uncertainty explicitly than hide it.

Good negotiation protects the relationship because both sides understand what has changed.