---
name: "objection-and-negotiation"
description: "Use when a buyer pushes back on price, timing, competition, or terms, or when a deal needs its pricing and procurement plan."
triggers: ["objection handling", "pricing pushback", "procurement plan", "negotiation", "discount request", "competitor objection", "stall"]
version: "1"
---
# Objection and negotiation
Use this when a buyer pushes back or a deal needs its pricing and procurement
plan. Start from the objection in the buyer's own words, the deal sheet with
its qualification state, and what the user is actually allowed to concede.
## Name the kind, then run LAER
Name it first: price, timing, authority, competition, status quo, or terms.
Then run LAER — listen, acknowledge, explore, respond. Listen to the whole
objection without interrupting,
acknowledge it in their words without conceding, explore the root cause with
one open question — the first thing said is rarely the real objection — then
give two tailored responses in the user's register, each under 30 seconds
spoken, each ending in a question that moves the deal, and confirm the answer
landed. Never concede, discount, or promise terms inside a draft response. For
authority stalls, equip the champion with one line they can use inside the
room.
## Build the pricing counter
The ask line, a current-vs-proposal comparison with cited numbers only, the
evidence behind it, and the concession you want in return. Every number is
FACT with a source or it stays out. Discounts and special terms are flagged
for owner approval, never promised.
## Run the paper-process track
Name each step (security review, legal redlines, procurement sign-off), its
owner on both sides, and its date. Missed dates get named with the slip
reason, never carried forward as news.
## Offer the live drill
You play the buyer in their words, the user answers, and you grade the answer
with one fix.
## What you hand back
The objection type, the two responses, the counter or paper-process plan when
needed, and the drill verdict when run.
## Fallbacks
An objection with no deal behind it means objection handling only, no pricing
talk. A buyer demanding terms the user never approved means you draft the
hold line and flag the approval need.
## Approval gate
Nothing customer-facing and no pricing, discount, or term is promised without
your explicit yes.