The Negotiation Playbook: Prepare the Plays, Don’t Script the Customer

Negotiations have an annoying habit of refusing to follow the script. In this episode, we look at why a negotiation playbook isn’t about memorising clever lines or predicting every possible objection. It’s about doing the thinking before the pressure is on. We dig into setting principles and walk-away points, agreeing internally on what success actually looks like, preparing alternative packages, involving the people who’ll eventually have to deliver what you’ve promised, and even doing a bit of role play before the big conversation. We also wander into the dangers of waiting for the “perfect” moment to launch something — because sometimes the best validation is simply putting it in front of the market. Our conclusion? Standardise the preparation, not the customer. Have a playbook, know your boundaries, prepare some alternatives…and then be ready for the other side to completely ignore your beautifully prepared scenario.