The Negotiation Handbook
Sales · Nº 07
The Negotiation Handbook
Strategy, Research, and Scripts to Close Better Deals with Customers, Suppliers, and Banks
Your biggest customer wants a discount. Do you know how far you'd go before you walk away?
24 tools built on decades of negotiation research, a spreadsheet that holds your prep in one place, and one example company followed through a year of tough deals.
You get 24 tools to prepare, run, and close the negotiations that shape your business, from your plan B to the written summary. Plus a 6-tab spreadsheet filled in with the example, 2 worksheets, and ready-to-use scripts.
A book explains the method. This handbook puts it to work: the tool, a worked example, and a spreadsheet with your numbers.
One-time payment of $29.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.
The renewal meeting with your biggest account. The buyer says they need a lower price, or they'll look at other options. You do the math in your head: they're a big slice of your revenue, and you have nobody else lined up. So you give a little, then a little more, and walk out relieved it's over. Next month the supplier raises prices, the bank wants a new rate, and you handle both the same way: no plan B, no limit, no trade.
THE SPREADSHEET
Negotiation spreadsheet
Use the completed example as a reference and enter your business data in the marked fields. Check the instructions and the calculations before you make a decision.
SOUND FAMILIAR?
Three situations this handbook solves
A supplier announces a price increase
Instead of a yes or a fight, you send back three alternatives of equal value to you: a longer contract, more volume, or faster payment. Whichever one they pick shows you what matters most to them.
The bank offers to stretch your debt
Before you accept, you put the bank's offer and your own proposal side by side in the Offer comparison tab, look at the total paid on each, and get a quote from another bank to bring to the meeting.
You just shook hands on a deal
Back at your desk, you fill in the written summary from the Template kit: what, when, who, how you measure it, and what happens if it's not delivered. It goes out the same day, while everyone remembers the same thing.
INSIDE
What you'll find in each tool
Five parts, in the order a deal happens. Prepare before you sit down: plan B, walk-away point, and the people who decide. Create value before you divide it. Run the conversation, from the first number to the hardball tactics. Then the negotiations that shape a business: large customers, suppliers, banks, partners and investors, and deadlock. Finally, close it in writing and review what you learned.
WHAT YOU GET
Everything included in your purchase
- The Negotiation Handbook in PDF: 24 tools, each with the research behind it, a step by step, and a worked example
- The Negotiation spreadsheet in Excel and Google Sheets, with 6 working tabs, filled in with the example company
- The Template kit: ready-to-use scripts, from answering a discount request with a trade to replying to an ultimatum
- 2 worksheets to fill in (preparation and post-negotiation review) and a 30-day plan, one week per stage
- Access to your handbook on the Consylion platform
Full table of contents
The 24 tools, in the order you'll use them
Part 1 · Part 1 · Strategy before you sit down
- 01Plan B, the source of your powerIf you can walk away, you negotiate better. Measure your alternative and improve it before the meeting
- 02Zone of agreementYour walk-away point, target, and opening, written down before anyone names a number
- 03Interests behind positionsWhat the other side asks for is rarely what they actually need
- 04Stakeholder mapWho decides, who influences, and who can quietly block the deal
- 05Power and dependenceHow to negotiate with someone much bigger than you
- 06Preparation sheetOne page to bring to any negotiation
Part 2 · Part 2 · Create value before you divide it
- 07Divide or create valueWhy most negotiations are not a fixed pie
- 08Bargaining chipsTrade what costs you little and is worth a lot to the other side
- 09Multiple offers at onceThree offers of equal value that show you what the other side prefers
- 10Contingent contractWhen you disagree about the future, let the deal settle the bet
Part 3 · Part 3 · Run the conversation
- 11First offers and anchoringA strong opening shapes the whole conversation
- 12Tactical listeningMirror, label, and stay quiet so the other side tells you what matters
- 13Emotion at the tableAnxiety, anger, and excitement are expensive. Prepare for them
- 14ConcessionsAlways trade, step down in smaller steps, and never give without asking
- 15Objective criteriaMove the argument from a contest of wills to a standard both sides accept
- 16Hardball tacticsRecognize, name, and neutralize them without breaking the relationship
- 17Negotiating in writingTexts, email, and video calls: what changes and how to avoid misunderstandings
Part 4 · Part 4 · The negotiations that shape your business
- 18Large customers and purchasing departmentsUnequal power calls for alternatives and value, not discounts
- 19Strategic suppliersA partnership with a contract, a metric, and an agreed exit
- 20Banks and creditorsRenegotiate debt on total cost, with a proposal of your own
- 21Partners and investorsRoles, draws, entry, and exit agreed before any conflict starts
- 22Deadlock and mediationWhen nobody gives in: change the game or bring in a third party
Part 5 · Part 5 · Close, deliver, and learn
- 23Agreement in writingThe summary and the clauses that prevent "I never said that"
- 24Post-negotiation reviewFour questions that make each deal teach you something for the next one
Who it's for
It's for you if
- You negotiate deals that move your numbers: large customers, suppliers, the bank, a partner, or an investor
- You keep giving discounts to close and get nothing in return
- You sit across from people with more power than you and want to stop competing on price alone
- You're about to renegotiate debt, bring in an investor, or put the rules with your partner in writing
- You want a method backed by research, not tricks or a tough-guy act
It's not for you if
- You want a sales script and objection handling from first contact to yes. That's The Sales Closing Handbook
- You need to work out what to charge for your services. Start with The Service Pricing Handbook
- You want ways to deceive or pressure people. This handbook treats ethics and trust as strategy
- You need legal advice for a lawsuit. The handbook tells you when to call a lawyer, not what to argue in court
Frequently asked questions
Is this a sales handbook?
No. It covers the deals that shape your business: large customers, suppliers, banks, partners, and investors. If you need a script to take a customer from first contact to yes, that's The Sales Closing Handbook. This one starts when there's something on the table to negotiate.
Will this work for my kind of business?
If you make deals with customers, suppliers, or the bank, yes. The example is a sauce manufacturer, but every tool shows how it applies to services, retail and commerce, manufacturing and distribution, and independent professionals.
I'm not a tough negotiator. Is this for me?
Yes. The method doesn't depend on being aggressive. It depends on preparation: knowing your plan B, your limit, and what the other side needs before the meeting. The handbook treats ethics and trust as strategy and shows you how to handle hardball tactics without playing them.
Do I need a lawyer to close a deal?
For large amounts, collateral, ownership stakes, or real estate, yes, and the handbook tells you when to call one. For the rest, a written summary both sides confirm already gives you a lot of protection. Where a local rule matters, an "In your country" box tells you what to check with a professional.
How much time does this take?
About 2 hours and 24 minutes of reading, or 6 minutes per tool, plus the exercises. The level is intermediate. The 30-day plan takes one real negotiation through four weeks: preparation, bargaining chips and offers, the conversation, then the agreement and the review.
What do I get, and in what formats?
Each handbook is a PDF of about 100 pages with 24 to 27 tools. Every tool has step-by-step instructions and a worked example. You also get the handbook's spreadsheet in Excel (.xlsx), which opens in Google Sheets too, with the example already filled in. The message, policy, and clause templates are in the Template Kit inside the PDF, ready to copy and adapt. Read it in the member area or download the files.
How do I know if it fits my business?
Each handbook's page shows the problem it solves, who it is for and who it is not for, the full table of contents, sample pages, and the company used in the examples. The examples come from small businesses in several industries, with illustrative numbers. If it is not a fit, you can ask for a full refund within 14 days of your purchase, as described in the Refund Policy.
What is the difference between a handbook, an area set, and the Series?
A handbook solves one problem. An area set brings together every handbook and spreadsheet in one of the 6 areas, for less than the price of 5 single handbooks. The Consylion Handbook Series brings together all 100 handbooks and 100 spreadsheets, for less than the price of 8 single handbooks, and includes the next handbooks in the Series. Products outside the Series, from Consylion Life or Consylion Business, have their own price. They are sold separately and are not part of an area set or the Series.
Do I need to read everything before I start?
No. Each tool works on its own. Open the table of contents, pick the tool for today's problem, and start there. You can also read it cover to cover.
Do I need to know Excel?
The basics are enough: open the file and fill in the marked fields. The formulas are already built, and the handbook's example is filled in for reference.
How do I pay, and when do I get access?
By card or bank transfer, as a one-time payment with no subscription. Once your payment is confirmed, you get access to the member area by email. Approved card payments are confirmed right away. Bank transfers are confirmed when the funds clear. If access does not arrive within 24 hours of confirmation, check your spam folder and write to team@consylion.org.
How long do I have access, and how can I use the files?
Access does not expire, and you can download the files for offline use. The license is individual. You may read the handbooks, print them for your own use, and fill in and adapt the spreadsheet and templates with your company's data. If you are a consultant, accountant, or manager, you may apply the tools with your clients and deliver the result of your work, not the files. You may not share, resell, or distribute the files or the access.
How do support and refunds work?
Support is by email at team@consylion.org, on business days, with a reply within 5 business days. It covers questions about access, files, and payment. It does not include consulting or advice on applying the material to your case. You can cancel within 14 days of your purchase, without giving a reason, and get the full amount back through the payment method you used. Send the request to the same email. The details are in the Refund Policy.
CONSYLION HANDBOOK SERIES
The 6 departments of your business, for less than the price of 8 single handbooks.
This handbook solves today's problem. The Series solves the next one, and the one after that, with nothing more to pay.
- 100 handbooks with 2,403 ready-made tools, to read on screen and download as PDFs
- 100 spreadsheets for Excel and Google Sheets
- 6 business areas
- Lifetime access, unlocked once payment is confirmed
One-time payment of $197.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.
Sales · Nº 07
Walk into your next negotiation with a plan
Most of a deal is decided before anyone sits down. This handbook gives you the tools, the spreadsheet, and the scripts to prepare your plan B, your limit, and your trades for the next negotiation on your calendar. How the conversation goes is still up to you.
See all 100 handbooks · $197.00
One-time payment of $29.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.