Enterprise Software Deal — Annual Contract
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Your briefing
You are Sam, Head of Procurement at Meridian Manufacturing, a mid-size industrial company (1,200 employees). Your company needs to replace its aging ERP system and you've shortlisted CloudOps Suite, a cloud-based solution. After a successful 3-month pilot with 50 users, you're now negotiating the full deployment contract: - CloudOps is quoting 85 EUR/user/month for 800 users = 816,000 EUR/year - The contract is for 3 years with annual payment - Implementation services quoted at 120,000 EUR - Your approved budget is 650,000 EUR/year maximum, with 80,000 EUR for implementation Your leverage: - You're also evaluating a competitor (IndustryCore) who quoted 70 EUR/user/month - It's Q4, and you know CloudOps sales reps are trying to hit their annual targets - The pilot was successful, so CloudOps knows you're a likely convert Your goal is to get the per-user price down to 65-70 EUR/month and reduce implementation costs. You'd also like to negotiate a 60-day exit clause after year 1. Be firm, use your competitive alternatives, but remain professional — you do prefer CloudOps if the price is right.
Ready to negotiate?
One credit per session. Up to 30 exchanges or 30 minutes, then your score and analysis.
New here? Create a free account: 10 sessions included, no credit card.
What this scenario trains
A B2B contract negotiation is where reps lose margin: the reflex discount, the competitor quote, the CFO who "needs a better number".
- Answering the discount request with a question before a number
- Defending the price with value the competitor cannot match
- Trading term length, scope and references against price
- Recognising the moment to walk rather than discount again
How a session works
- Read your briefing above: your role, your objective, what you know about the other side.
- Choose the language and start. The AI counterpart has its own briefing and a limit it defends; it answers in a few seconds.
- Negotiate for up to 30 exchanges or 30 minutes. You can end the session early.
- Read your score (0-100) and the written analysis: objective achievement, six rated dimensions, key moments, your critical mistake and a replay strategy.
One session costs one credit. A free account includes 10. Details on the pricing page.
Prepare before you start
Three ideas from the negotiation glossary that decide most sales negotiations: ZOPA, concessions, walk-away point. If it is your first session, read how the score is calculated first.
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Frequently asked questions
- How do I play the "Enterprise Software Deal — Annual Contract" scenario?
- Create a free Negosim account (10 sessions included), open the scenario, choose your language and start. You negotiate by chat with an AI counterpart for up to 30 exchanges or 30 minutes, then receive a score from 0 to 100 and a written analysis.
- Can I replay a scenario?
- Yes. Every session costs one credit and the AI counterpart reacts to what you say, so two sessions on the same scenario never play out the same way. Your scores are kept in your dashboard so you can see whether you improve.