FOUR ACTIONABLE TAKEAWAYS

There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal.

When describing the levers, explain upfront: There's tremendous value in us being able to predict and we're willing to pay for that in the form of a discount.

Hold firm by telling everyone in the world what the 4 levers are EARLY in your sales cycle.

When power comes in for a final pound of flesh, paint the trade-offs and lean on the fact that you've shared this early so that your champion can evangelize it.