Pricing Strategy and Negotiation Leverage
Approach to setting pricing and negotiating commercial terms that align incentives between the company and its partners while preserving strategic optionality and margins. Candidates should be able to evaluate revenue share, licensing, subscription, transactional, and equity models, model margin and adoption implications, and identify negotiation levers and fallback positions. The topic assesses ability to structure contract terms and incentives to drive desired partner behavior, explain trade offs between short term growth and long term profitability, and develop a negotiation playbook for recurring deal types.
