MACHENTAGAR

Harvey — Negotiation Strategy Tool

SALES DIRECTOR TOOLKIT • SO45 BANTING PRICING

Deal Preparation Brief

Build your negotiation strategy before any institutional meeting. Know your position, know theirs, know the walk-away.

Select all that apply

Power Balance Analysis

Assess the negotiation power dynamic. Who needs this deal more? Where is your leverage?

Low5High
Many5None
Limited5Full
None5Strong
Low5High
Low5High

Tactics Playbook

Select a negotiation scenario. Harvey gives you the play.

Objection Handler

They said no. Harvey says here's how you turn it around.

Pre-Meeting Checklist

Never walk into a meeting unprepared. Harvey's non-negotiables.

Before Every Institutional Meeting

  • Researched institution (size, budget, leadership)
  • Identified decision maker AND budget holder
  • Confirmed which products match their vertical
  • Set opening ask AND walk-away floor (SO45)
  • Prepared 3 pain points our tools solve
  • Know their current solution (if any)
  • Checked Banting Pricing compliance — individuals FREE, institutions pay
  • Confirmed anti-weaponization screen (SO Rule 6)
  • Demo environment ready (browser-native, no install needed)
  • Know the ask: annual licence, not IP sale (SO Rule 7)
  • Have case studies / social proof ready
  • Know their budget cycle timing
  • Prepared 2 concession options (never go below floor)
  • Follow-up plan ready (email within 24 hours)

Harvey's Rules

Rule 1: Win or Don't Play

If the deal doesn't work for both sides, walk away. We don't do desperation deals. Our products sell themselves — you just put them in front of the right people.

Rule 2: Never Negotiate Against Yourself

State your price. Then shut up. The first person who speaks after the number loses. Let the silence work.

Rule 3: Know Their Walk-Away Better Than They Do

Before you sit down, know what they can't say no to. Find the problem that keeps the decision maker up at night. That's your leverage.

Rule 4: Banting Principle is Non-Negotiable

Institutions pay. People free. Always. This is not a discount strategy — it's the foundation. When they ask why individuals don't pay, tell them about Banting. That story closes deals.

Rule 5: Licence Only. Never Sell.

We licence tools. We never sell IP. Never. Every contract is annual renewable. Tyler's moral rights as creator are always credited. Tom approves all contracts.

MachenTagar Research Institute • Harvey Negotiation Tool • Sales Director Toolkit
Banting Principle: Institutions pay. People free. Always.