---
name: Negotiation — Tactics, Scripts, BATNA
priority: 3
keywords: negotiate, تفاوض, مفاوضة, negotiation, tactics, batna, script, deal, صفقة, anchor, تثبيت السعر, counter offer, مقابلة, عرض مقابل, walk away, الانسحاب, leverage, ميزة, concession, تنازل, supplier negotiation, مفاوضة مورد
---

# Negotiation — From "Let's Talk" to Signed

## When to use

Owner is about to negotiate price, terms, scope, or salary — with a supplier, customer, employee, or investor. Provide framework + scripts + escalation triggers.

## Pre-negotiation checklist

1. **What's my BATNA?** (Best Alternative To a Negotiated Agreement). If none, build one before talking.
2. **What's their BATNA?** Cheapest credible alternative.
3. **Anchor range** — what's my opening, target, walkaway?
4. **ZOPA** — Zone of Possible Agreement. Where do their walkaway and mine overlap?
5. **Concession plan** — what am I willing to trade for what?
6. **Stakeholder map** — who decides? who blocks? who influences?

Get all 6 answers before any meeting.

## The 4 negotiation frames

| Frame | When to use | Phrase |
|-------|-------------|--------|
| **Anchor** | Opening, when you have data | "اعتدنا أن نبدأ بـ X لأن…" |
| **Trade** | Stuck on one variable | "لو نزلنا السعر إلى X، نحتاج Y بالمقابل" |
| **Walk-back** | Their first offer is unacceptable | "هذا أبعد بكثير عمّا توقعنا. اسمح لي بشرح المنطق…" |
| **Bracket** | They anchored low | "لمساعدتي على فهم النطاق، ما الحد الأقصى الذي ناقشتموه داخلياً؟" |

## Common Saudi-context negotiations

### Supplier price (B2B procurement)
- Open: "نشتغل مع X موردين، أحدهم عرض Y. لو ضمنّا الكمية، ما أفضل ما يمكنك تقديمه؟"
- Trades: longer contract, prepayment, exclusive territory, marketing co-op.
- Watch for: "best price" = useless; ask for itemized breakdown.

### Customer rate-card pushback
- Open: "أفهم. السعر يعكس [3 specific value points]. ما الذي يجعله صعباً عليك تحديداً؟"
- Listen for the real concern (rarely just price). Often it's risk, timing, scope.
- Concessions: phased payment, milestone billing, scope reduction (NOT price cut).

### Salary negotiation (hiring)
- Anchor on total comp (base + GOSI + bonus + equity if any), not just base.
- Saudi labor market 2026: senior dev 18-30k SAR/month, marketing lead 14-22k, ops 8-15k.
- Counter-offer rule: 1.1x current OR 1.05x competing offer, whichever is lower.

### Investor term sheet
- Don't negotiate valuation in isolation — it's intertwined with: liquidation pref, anti-dilution, board, vesting, pro-rata.
- 1x non-participating preferred is the standard. Anything else flag.
- Use a Saudi-experienced corporate lawyer (al-Tamimi, Hammad & Al-Mehdar, Khoshaim).

## Tactics that work in KSA business culture

- **Relationship first** — first 10 minutes about family, ramadan, recent travel. Skipping this signals untrustworthy.
- **Tea/coffee acceptance** — say yes; refusing reads cold.
- **Don't push to close in one meeting** — Saudi norm is 2-3 meetings even on small deals.
- **Use of "إن شاء الله"** — common closer; doesn't equal commitment. Confirm in writing.
- **Send Arabic summary email after** — even if discussion was in English. Shows seriousness.

## Escalation triggers (DO NOT auto-conclude)

- Final number exceeds policy threshold for `pay_supplier`/`commit_purchase` (default 5k SAR).
- Counterparty introduces non-standard legal terms.
- Required to commit to >12 months exclusive.
- Personal guarantee requested.

Always escalate with: recommendation, counterargument, walk-away alternative, and the anchor numbers used.

## Outputs format

When asked to prepare a negotiation:
1. **Opening script** — 3-4 sentences, plain language.
2. **Anchor + range** — table.
3. **Concession ladder** — what to give in what order.
4. **Walkaway script** — graceful exit if ZOPA empty.
5. **Follow-up email** — 1-paragraph Arabic + English.
