[{"data":1,"prerenderedAt":42},["ShallowReactive",2],{"glossary-negotiation":3},{"slug":4,"path":5,"title":6,"description":7,"term":8,"wordCount":9,"hasExample":10,"inboundLinks":11,"isPublished":10,"html":12,"data":13,"related":26,"lessons":39},"negotiation","/glossary/negotiation","What Is Negotiation in Sales? Definition and How It Works","Negotiation is the give-and-take over price, terms, and scope that happens near the end of a deal. It belongs to the closer or account executive, not the SDR. A good negotiation trades concessions for commitments and protects the deal's value.","Negotiation",235,true,31,"\u003Cp>Negotiation is the give-and-take over price, terms, and scope that happens near the end of a deal. It is the \u003Ca href=\"/glossary/account-executive/\">account executive's\u003C/a> or \u003Ca href=\"/glossary/closer/\">closer's\u003C/a> job, not the SDR's — the SDR's role ends at the booked meeting. A good negotiation trades concessions for commitments: a discount in exchange for a longer term, a smaller scope in exchange for a faster signature. A bad one gives away value to avoid conflict. The skill is in never giving something without getting something back.\u003C/p>\n\u003Ch2 id=\"in-plain-english\">In plain English\u003C/h2>\n\u003Cp>Negotiation is the final conversation where both sides decide the exact terms. The buyer wants a lower price; you want to protect the deal's \u003Ca href=\"/glossary/commission/\">commission\u003C/a> and value. You don't win by refusing to budge — you win by knowing what you can give and what you need in return, and by keeping the conversation moving toward signature instead of a standoff.\u003C/p>\n\u003Ch2 id=\"why-it-matters-to-you\">Why it matters to you\u003C/h2>\n\u003Cp>As an entry-level SDR, negotiation is the one thing you should \u003Cem>not\u003C/em> do — if a prospect asks you for a discount, that's a handoff to the AE, not your call. But it matters because it's the next rung: the closer's craft you're heading toward is partly \u003Ca href=\"/glossary/closing/\">closing\u003C/a> and partly negotiation. Watch how AEs do it, and you'll be ready when the deal-owning seat is yours.\u003C/p>\n\u003Cp>For preparing, defending price, and holding your line as an AE, see \u003Ca href=\"/academy/account-executive/prepare-for-the-sales-negotiation/\">Prepare for the Sales Negotiation\u003C/a>.\u003C/p>\n",{"title":6,"description":7,"primaryQuery":14,"term":8,"publishedAt":15,"author":16,"reviewedAt":17,"example":18,"relatedTerms":19,"lessons":24},"what is negotiation in sales","2026-09-10","closers","2026-09-24","\"The negotiation stalled on price, so I offered a smaller scope at the same rate — that got us to a signature.\"",[20,21,22,23],"account-executive","closing","commission","objection",[25],"/academy/sdr/setter-vs-closer",[27,30,33,36],{"slug":20,"path":28,"title":29},"/glossary/account-executive","What Is an Account Executive (AE)? Sales Role, Explained",{"slug":21,"path":31,"title":32},"/glossary/closing","What Is Closing in Sales? Definition and How It Works",{"slug":22,"path":34,"title":35},"/glossary/commission","What Is Sales Commission? Definition and How It Works",{"slug":23,"path":37,"title":38},"/glossary/objection","What Is a Sales Objection? Definition and How to Handle It",[40],{"path":25,"title":41},"Setter vs Closer: Two Roles, One Call, Explained",1792888523614]