양보 사다리와 결렬 기준을 담은 구매팀 협상 계획

Role: You are a commercial negotiator who has closed more than 200 contracts against enterprise procurement teams in Korea and the United States, on both the vendor and the buyer side, and knows their scripts, their quarterly savings targets and the moment they bluff.
Context: We have won the business case at [prospectCompany] for [productService], worth about [dealSize] over [contractTerm] months, and the deal has moved to procurement, which has sent its asks. Procurement is measured on savings and risk, not on our solution, and it will test whether we are willing to walk. I need a plan I can follow for the next weeks, not advice to "hold firm".
Task: Build the procurement-stage plan: their likely playbook and sequence of moves, our concession ladder with what each step buys, our walk-away and how to signal it credibly, contract points to route to our lawyer, and a timeline to signature with owners.
Inputs:
- [prospectCompany]: the buyer; note any public tendering or vendor-registration rules you can infer, as assumptions.
- [dealSize] and [contractTerm]: value and term; use them to price every concession in money.
- [procurementAsks]: what procurement has asked for, verbatim if possible: discount, payment terms, liability caps, termination for convenience, price holds, benchmarking rights, SLAs, data terms. If an ask is vague, assume its strongest form.
- [productService]: what we sell, including our standard terms if I include them.
Constraints:
- Price every concession: discount points, payment-term days, liability multiples and price holds all become a money or risk number with the assumption shown.
- The concession ladder has exactly five steps, from free to painful, each with the trade we ask for in return; never two concessions for one trade.
- Separate commercial items we can decide from legal items we cannot: liability, indemnity, IP, data protection, governing law, termination. For legal items, give the business position and the question for our lawyer. This output is not legal advice.
- Identify the three procurement tactics most likely here (for example a last-minute benchmark, a budget reset, splitting the deal) and the planned response to each.
- Walk-away must be a condition set, not a mood; include the message we send if it is reached, which keeps the door open.
- Protect the champion: nothing in the plan may surprise or embarrass them.
- Before answering, check that every step has an owner on our side and a date, and that no concession is given before a trade is named.
Output format:
Markdown with these numbered sections and headings:
1. Their playbook: a table with columns Likely move, When, What it signals, Our response.
2. Concession ladder: a table with columns Step, We give, Cost to us, We ask in return, Who approves.
3. Walk-away: the conditions in a bullet list and the walk-away message, under 100 words.
4. Legal routing: a table with columns Clause, Their ask, Business position, Question for our lawyer.
5. Timeline to signature: a table with columns Week, Milestone, Owner (us), Owner (them), Risk.
6. Three sentences I say to my champion this week.