HistoryHard
Frank Mueller
Procurement Lead · Atlas FreightScenarioPricing & procurement negotiation
Late-stage deal. The economic buyer / procurement is pushing hard on price and contract terms before signing.
Performance
69/100
StrongPractice9:00
Held the line, soft on the signing date
A tough, late-stage price negotiation handled with real poise on discovery and tone. Frank anchored low and waved a competitor quote; Alex probed it, held the per-minute rate, and traded only against term length. The cracks were the brief cave before he steadied, and a close that left the signing date softer than the open demanded.
Coached 2×, graded only on what you did on your own
The anchor-probing discovery and the composure under pressure were Alex's own. Steadying on not discounting in a vacuum, and the cost-per-resolution reframe, each came after a coaching prompt.
Strengths
- Probed the anchor instead of reacting to it
- Held the rate and traded concessions only against term length
Focus areas
- Quantify the cost-per-resolution reframe with the buyer's own volume
- Nail down the signature timeline you opened on, not just the redline date