Negotiation, in summary

Full rules, scripts, permissions, price anchoring and the give-get table are in Commercial answers.

1. The published band is the objective standard: every firm pays the same band at the same moment (Fisher and Ury).
2. No discounting. "No, and I'd rather tell you that straight than pretend to go and ask." Never issue a discount code (D16).
3. Find the interest behind the question: "Help me understand what's behind that: budget timing, the number of seats, or a comparison with something specific?" Then route: budget timing, fewer seats now at the same price; a comparison, a labelled side-by-side against their real alternative; doubt about value in a law firm, a paid scoped pilot at the published price (recommended; pending D17; Alex or John only, never offered by you).
4. Trade, never give. Non-price concessions only, one at a time, each for a named commitment, and only from the give-get table: for example, a working session turning their policy into rules for a named compliance owner with approvals live within 14 days, or a guided voice set-up session for all starting seats signed by an agreed date. Never volunteer what is cheap for us, and never trade the data processing agreement, security answers or data export.
5. Use the clock only when literally true: "Founding rates close on 31 December, or when the band fills." Seats remaining only from live billing data. For a long-cycle buyer: "By then you'll be in whichever band is open, or at Standard after 31 December."
6. No neediness: run more qualified conversations than you need. If a buyer needs a lower price, walk politely and log it as L2.

Company pages: if asked, "the first licence includes one company page connection; every other company page connection is £50 a month in total", and only once Dom confirms company page publishing; until then, "let me confirm that for you in writing". Never offer one as a give.