{"id":"sales-negotiation-give-get-table-ae-authority","audience":"sales","category":"sales-work","technique":"constraints","track":"sales","level":"advanced","title":"Counter three asks with trades inside your authority","free":false,"task":"The buyer asked for a 20% discount, Net 90 payment terms and a 36-month price lock. Build a markdown table with columns Their ask, Our position, What we ask in return, one row per ask. Every position must stay within an AE's authority. Each return must be a concrete trade (like term length, prepay or signing date). After the table add one line starting \"Above my authority:\" naming who would have to approve each original ask. Under 150 words.","materialLabel":"Your notes (attached to your prompt automatically)","material":"AE AUTHORITY CHART (deal desk, Nov)\nDiscounts off list: up to 12% AE. Over 12% up to 20%: Sales Manager. Over 20%: Director.\nPayment terms: Net 30 standard; Net 45 AE; Net 60 needs Finance; Net 90 is not offered.\nPrice lock (fixed price for the term): up to 24 months AE; over 24 months needs VP Sales.\nTrade ideas that are allowed: longer initial term, annual prepay, earlier signature, case study (customer must agree separately), more seats.\n\nDEAL: Harlow Manufacturing, list $90,000 per year, 12-month term proposed.\nBuyer's email: \"We'd need 20% off, Net 90 terms, and your price locked for three years. That's what our procurement requires.\"\nRep notes: buyer's current vendor contract ends Dec 31. A 24-month term is plausible; the buyer's CFO likes annual prepay. No case study discussion has happened.","rules":[{"type":"maxWords","max":150}],"mistakes":[{"title":"Positions beyond authority","why":"The AI accepts 15% or Net 60 to be accommodating.","fix":"Add: \"Stay within AE authority: up to 12%, Net 45, 24-month lock.\"","checks":["r0"]},{"title":"Giving without getting","why":"The AI offers concessions with nothing in return.","fix":"Add: \"Every concession is paired with a concrete trade.\"","checks":["r1"]},{"title":"Wrong approvers","why":"The AI says Finance or Manager for the wrong asks.","fix":"Add: \"Name the approver for each original ask using the chart.\"","checks":["r2"]},{"title":"Extra commentary","why":"The AI writes negotiation advice after the table.","fix":"Add: \"Table plus the one Above my authority line, under 150 words.\"","checks":["maxWords"]}],"promptHints":[{"label":"Names the columns","patterns":["their ask","our position","in return"]},{"label":"Stays in authority","patterns":["ae authority","within","up to 12"]},{"label":"Asks for trades","patterns":["trade","term length","prepay","concrete"]},{"label":"Adds the last line","patterns":["above my authority"]},{"label":"Sets a cap","patterns":["under \\d+ words"]}],"hint":"Name the columns, keep to the authority chart, require a trade per row, and add the closing line.","rubricLabels":["The table has columns Their ask, Our position, What we ask in return with three rows, and the positions are 12 percent discount, Net 45, and a 24-month price lock","Each return is a concrete trade from the allowed list (for example a 24-month term, annual prepay, earlier signature) and none promises something the AE cannot approve","The last line starts \"Above my authority:\" and names Director for 20 percent, not offered for Net 90, and VP Sales for a 36-month lock"]}