Negotiation

Overview

Negotiation is not arguing. It is a structured conversation where both parties try to find an arrangement that works. For solopreneurs, negotiation skill directly impacts both your revenue and your stress — a good negotiation ends with a fair deal and a happy client. A bad one ends with resentment on both sides. This playbook gives you the frameworks and scripts to negotiate confidently, even if it feels uncomfortable.

Step 1: Know Your BATNA Before Every Negotiation

BATNA = Best Alternative To a Negotiated Agreement. It's what you'll do if this deal falls through. Knowing your BATNA gives you power — it tells you the minimum you should accept and gives you confidence to walk away if needed.

Before any negotiation, write down:

If this deal doesn't happen, I will: [specific alternative]
The minimum deal I would accept: $_______ (price) with _______ (terms)
My walk-away point: anything below _______ or with terms worse than _______

Example: