---
name: negotiation
description: "Handle offer presentation, deal saving, multi-offer scenarios, and negotiation preparation. Agent captures and prepares — the business owner negotiates."
---

# Negotiation

Provides guidance on the information-gathering and preparation side of negotiations. The agent never negotiates directly — the business owner handles all negotiation — but the agent prepares the ground.

## When to Activate

An offer has been received, a deal is at risk of falling through, a multi-offer situation is developing, or preparation is needed for a pricing conversation.

## Reference Table

| Task | When | Reference |
|------|------|-----------|
| Negotiation prep (principles + checklist) | Immediately after an offer / counter / wobble | `references/negotiation-prep-principles.md` |
| Five techniques + tactical principles | Deep preparation for complex negotiations | `references/negotiation-techniques.md` |
| Deep negotiation guide (Serhant) | Interests vs positions, comp reports, silence | `references/negotiation-deep-guide.md` |
| Offer presentation prep | Offer received, needs presenting to vendor | `references/offer-presentation.md` |
| Deal saving | Agreed sale at risk of collapse | `references/deal-saving.md` |

## Key Rules

- The agent NEVER negotiates — no counter-offers, no hints, no pressure
- Information asymmetry is critical — never disclose vendor circumstances to buyers or vice versa
- Speed matters — offers and at-risk deals are time-sensitive, always escalate promptly
- Frame the business owner as the negotiation expert
- Negotiate for the DEAL, not to "win" — mutually beneficial outcomes
- Interests over positions — understand WHY, not just WHAT
- Always know three numbers before entering: first offer, best target, walkaway
- Let silence do the heavy lifting — present your point, then wait
- Precise counter-numbers give credibility (£298,450 not £300,000)
