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Counter a split-the-difference offer with the math
- For Sales and customer success
- You practice Catching mistakes and made-up facts
- Time about 5 minutes
- Level Advanced
About this exercise
Aisha Rahman from Delmar Logistics offers to "split the difference" between your $96,000 price and her $80,000. Write a plain-text email from Marcus under 100 words. Show the midpoint math in one line. Say you can't meet it, and counter using only the approved flex, without revealing the internal floor or saying "lowest we can go". Do not use urgency or add other concessions.
Common mistakes when you ask AI for this
- Leaking the floor. The AI says 'the lowest we can go is $92,000'. Try: Add: "Do not reveal the floor or say 'lowest we can go'."
- Countering at $92,000. The AI picks the 12-month floor instead of the approved flex. Try: Add: "Counter only with $90,000 per year on a 24-month term billed annually."
- Adding sweeteners. The AI offers free onboarding or a deadline to close. Try: Add: "No urgency and no other concessions."
- Skipping the math. The AI says 'that's too low' without showing the midpoint. Try: Add: "Show the midpoint math in one line."
- Long email. The AI writes several paragraphs. Try: Add: "Plain text, under 100 words."
What a strong prompt includes
- Shows the midpoint
- Counters with the flex
- Hides the floor
- Bans urgency
- Plain text and cap
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