# Negotiation Stage — Elaboration

## Criteria Guidance

### Good criteria — concrete and verifiable

- "Objection handling document addresses each raised concern with evidence-based responses and fallback positions"
- "Contract redlines are categorized by risk level with recommended accept/reject/counter for each"
- "Stakeholder alignment matrix shows each decision-maker's current position and required actions to move them forward"

### Bad criteria — vague (no clear check)

- "Objections are handled"
- "Terms are negotiated"
- "Stakeholders are aligned"

