CEOs Ask:

 

How can we overcome the market standard objection in negotiations?

 

This is one of the recurring questions asked by client CEOs on negotiations. Discover the approach SITUASYS takes:

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The Innovator's View

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Any negotiation objective is usually benchmarked against the market standard. As a negotiator, you are likely wondering how you can overcome a market standard objection in your negotiations, thus achieve a concession that departs from what is usually granted on the market under similar conditions.

 

Start by adopting what I call the "Innovator's View" of your negotiations and remind yourself that any market standard traces its origins to a first. At some point in the past, some party agreed for the first time to concede something that had not been conceded so far under similar circumstances. The party requesting and eventually receiving this first-time concession was surely facing the same objection: “This is not market standard. We have never done that.”

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Yet, apparently, the requesting party reasoned convincingly and received the concession. This concession became known in the industry, through employees, who were part of that pioneering deal, and other deal stakeholders. Thereby, this concession became known as achievable and was requested again and again, until it became market standard to receive it.

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Therefore, let yourself not be deluded by the objection: “What you are asking for is not market standard”. By making the case for a reasonable exception to the rule, you can create the first of many transactions that, eventually, might create an alternative to or a new market standard altogether, complementing or replacing the one you are facing today. Adopting the "Innovator's View" will give you the confidence that you can achieve an outcome more suitable to your organization’s needs than the market standard.

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Discover the SITUASYS Case, where the Innovator's View enabled synthetic funding for illiquid assets from the only potential trade partner.