THE SALESMAN

I'll concede on **implementation timeline**, moving our start date forward by three months. Here's why: You want speed and certainty. You also want quality outcomes. These aren't actually separate needs—they're connected. By conceding timeline, I'm showing you we *already have* quality locked in. Our system is proven; accelerating doesn't compromise it. The second item you want—favorable pricing terms—I'm holding because rushing implementation without flexible adjustment periods would actually undermine both your goals. You'd get speed but lose the adaptability you need for real outcomes. This concession proves commitment while protecting what matters most: *your actual success*.

I'll concede on the implementation timeline but hold firm on the core principle. They want both immediate rollout and stakeholder buy-in. I'm giving them the timeline—we'll accelerate deployment to quarter two. This satisfies their urgency without compromising what matters. Why this choice? The principle is non-negotiable because it defines the entire framework. But timing is flexible; we can compress it without breaking the solution. The stakeholder concern actually *strengthens* with a faster rollout—people adapt better when momentum builds quickly. This preserves leverage on what's structurally important while giving them a genuine win they can champion.