The FAST Framework:
Mastering Concession Demands in Sales Negotiations
In this guide
- Why Use the FAST Framework for Concession Requests
- FAST Framework Steps for Responding to Concession Demands
- Download the FAST Framework Guide
- Frequently Asked Questions (FAQs) on Sales Negotiations FAST Framework
Why Use the FAST Framework for Concession Requests
When asked for a concession in a sales negotiation, think fast (act cool).
When a customer asks you for a concession, the way you respond is central to the whole negotiation.
FAST Framework Steps for Responding to Concession Demands
The FAST framework, developed by Imparta founder Richard Barkey, is a powerful way to respond to any kind of customer demand for a concession.
It’s worth noting that FAST implies that you should think fast, not that you should act that way! In fact, responding slowly to a demand for a concession is usually a good idea.
When you are asked for a concession, on price, or any other aspect of the deal, you should:
- FRAME your original offer as valid, then pause
- ADVANCE options
- SIGNAL your BATNA
- TRACK gives and gets
Download the Fast Framework for full details, and master the art of responding to demands for a concession.
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Frequently Asked Questions (FAQs) on Sales Negotiations FAST Framework
What is the FAST framework in sales negotiations?
The FAST framework is an approach created by Imparta’s Founder, Richard Barkey, to help salespeople respond to customer demands for concessions. It guides you to frame your original offer, advance options, signal your BATNA, and track gives and gets, rather than conceding impulsively.
How does the FAST framework help when a customer asks for a concession?
The FAST framework helps you respond constructively when a customer asks for a concession on price or any deal term. It reminds you to validate your original offer, consider options, signal your walkaway strength, and keep a clear record of concessions and trades, instead of reacting emotionally.
Why does the FAST framework say “think fast, act cool” in negotiations?
The FAST framework’s “think fast, act cool” idea emphasizes that you should be mentally prepared while responding slowly and calmly. When faced with a concession demand, pausing before you answer gives weight to your response and stops you from granting unnecessary or poorly considered concessions.
What does “FRAME your original offer as valid, then pause” mean in the FAST framework?
In the FAST framework, “FRAME your original offer as valid, then pause” means you should restate your proposal as fair and appropriate before saying anything else. After that, you deliberately pause, signaling confidence in your position and giving yourself time to think about your next move.
How do you ADVANCE options within the FAST framework?
Within the FAST framework, to ADVANCE options you respond to a concession request by putting forward alternative ways to move the deal forward, rather than simply cutting price. You offer considered choices that still protect value, keeping control of the negotiation instead of reacting passively.
Why is signaling your BATNA part of the FAST framework?
Signaling your BATNA is part of the FAST framework because it reminds the customer that you have alternatives to this particular deal. By indicating that you can walk away if necessary, you strengthen your negotiating position and reduce the pressure to accept unfavorable concessions.
What does TRACK gives and gets involve in the FAST framework?
TRACK gives and gets in the FAST framework means keeping a clear record of every concession you make and what you receive in return. This helps ensure you don’t give something for nothing, maintain balance in the deal, and avoid accidentally eroding value through untracked compromises.
When should salespeople use the FAST framework in their negotiations?
Salespeople should use the FAST framework whenever customers ask for concessions on price or any aspect of the deal. Applying FAST at these moments helps them maintain control, protect margin, and structure responses that support a more effective, disciplined negotiation outcome.
