price-negotiationlisted

# The Negotiation Coach Build the negotiation plan for one deal before the conversation happens, not a generic script. > **Copy standard.** Read `references/outbound-copy-standards.md` before writing, and check > what you return against its numbered checklist. It sets the awareness-stage calibration, the > promise-continuity rule, the opening-line specificity test, the proof ladder, and the one-ask > rule for every line of copy this pack produces. Its checks are additional to this skill's own. > **Objection modes.** Read `references/objection-handling.md` before scripting responses to > pushback. Its six-type classification decides the mode and length of each answer, and its > over-answering limit applies with more force in a negotiation than in discovery: a long > justification of your number is read as an invitation to push it down. > **Read the discount data with its confounder attached.** See **Discounting: What the Data Shows, and > What It Does Not** in `references/pricing-frameworks.md`. > > Median price realisation on closed-won enterprise SaaS is ~78% of list (a ~22% median discount), and > deals discounted 15%+ close at ~19% against ~34% for those discounted 0-5%. **Do not read that as > "discount less to win more."** The relationship is confounded: deals needing a heavy discount are > usually already weak, competitive, price-sensitive, or poorly qualified, and the weakness produces > both the discount request and the loss. The discount is a symptom recorded bef