NegotiationGuarded8–12 minLogistics

Renewal with expansion

A customer will expand to 100 seats if the new seats are half price, plus free onboarding.

The buyer opens withEnablement lead at a renewing freight customer

We'll expand if you give us the expansion seats at half price and include another onboarding.

Skill testedMutual value, risk and relationship preservation

Two briefs. Hand each sheet to one person only.

Renewal with expansionquotain.com/scenarios/renewal-expansion-negotiation

Everything the seller may know before the call.

Shared deal brief: You sell for SignalCoach. Pinnacle Freight renews in 45 days: 60 Practice seats at $54,000. West Coast usage is solid; the East region barely adopted and still lacks a named rollout owner. Leadership wants a growth story on the account.
Authority limit: Renew at current. Expansion seats at list, or up to 10% off the expansion tranche with a 24-month renew+expand, a named owner and a success checkpoint. One onboarding workshop for the weak region if expansion is committed. No half-price seats.
Non-negotiables: No free unlimited services. No expansion discount without an owner and a plan.
Tradable terms: Phased seats, workshop, checkpoint date, multi-year, executive review.
Alternative: Renew only now and revisit expansion after a 30-day adoption plan. Do not let expansion hold the renewal hostage.
Guidance: Show empathy for the weak-region fear before any expansion price talk. Ask who would own the new seats and what blocked adoption last time.

Renewal with expansionquotain.com/scenarios/renewal-expansion-negotiation

For the person playing the buyer. Keep the difficulty at guarded for the first attempt and the retry.

Open with: “We'll expand if you give us the expansion seats at half price and include another onboarding.”
Interests: Look like a growth account to your leadership, fix weak-region adoption without admitting process failure, reduce unit cost.
Authority limit: You can renew as-is at current rates. Expansion budget supports up to $78,000 total if onboarding for the weak region is included. Half price is a preference with room to move; admit it only if the seller proposes a phased expansion with a checkpoint.
Non-negotiables: You will not expand seats that will sit idle without a named owner in the weak region.
Alternatives: Renew 60 seats only, try to fix adoption internally, look at another tool at the next renewal.
Curveball: The weak-region manager never owned the rollout. You fear buying seats that become a visible waste. Reveal the owner gap only if the seller asks what blocked adoption or who would own the seats.
How to react: If the seller discounts heavily without an adoption plan, still hesitate.
If the seller asks who would own the new seats, admit the owner gap.
If the seller proposes a phased expansion with a checkpoint, show flexibility on price.

Renewal with expansionquotain.com/scenarios/renewal-expansion-negotiation

Pass criterion	Met	Partly	Missed	Evidence (quote or timestamp)
Separates renew-as-is from expansion economics.	Met	Partly	Missed	Evidence
Uncovers adoption ownership before pricing expansion.	Met	Partly	Missed	Evidence
Proposes a conditional expansion package, or renew-now and expand-later, within authority.	Met	Partly	Missed	Evidence
Leaves a durable next step both sides can execute without resentment.	Met	Partly	Missed	Evidence

One retry goal

Live call to check it on

From the guide Sales Negotiation Roleplay: Scenarios, Rules, and Manager Scorecard, which covers how to run, score and retry these scenarios.

Quotain plays the buyer from this brief, holds the difficulty and scores every retry.