SOP #55 — The Anchor-and-Concede Frame

SOP #55 — The Anchor-and-Concede Frame

Negotiate from a structured position, not a feeling. Run this once diligence reveals real numbers.

1. Set your walk-away price first, in writing, before you counter. Fail if you negotiate without a floor.
2. Anchor your first offer below target by one concession's worth — never at your true number.
3. Tie every concession to a finding: "revenue down 12% in diligence, so price adjusts." Fail on arbitrary haggling.
4. Trade structure for price: offer a higher earnout to lower cash at close. Fail if you only move on price.
5. Concede slowly and in shrinking increments. Fail if your jumps grow — it signals desperation.
6. Get every agreed term restated in the LOI same day. Fail if it lives only on a call.

Save this — run it every deal.