> ## Documentation Index
> Fetch the complete documentation index at: https://brokeros.mintlify.site/llms.txt
> Use this file to discover all available pages before exploring further.

# Deal Negotiation & Commercial Levers

> Managing price discussions, structuring deal closing levers, and enforcing the ticket-based approval workflow.

Real estate purchases frequently involve commercial negotiations. In luxury and enterprise property sales, closing a deal often comes down to structuring value incentives and obtaining manager authorization within controlled margins.

***

## The Negotiation Workflow

```mermaid theme={null}
sequenceDiagram
    autonumber
    actor Buyer as Prospective Buyer
    actor SalesExec as Field Sales Executive
    participant CRM as BrokerOS API
    actor Manager as Sales Manager
    participant DB as PostgreSQL (Prisma)

    Buyer->>SalesExec: Submit Counter-Offer / Discount Request
    SalesExec->>CRM: Create Negotiation Record (Asking, Offered, Objections)
    CRM->>DB: Persist Negotiation (Status: OPEN)
    SalesExec->>CRM: Raise Approval Ticket (Type: DISCOUNT)
    CRM->>Manager: Notify Manager with Deal Terms & Justification
    Manager->>CRM: Review Request & Add Threaded Approval Message
    alt Manager Approves
        Manager->>CRM: Set Approval Status to APPROVED
        CRM->>SalesExec: Notify Executive to Draft Booking
    else Manager Requests Changes
        Manager->>CRM: Set Status to CHANGES_REQUESTED with Guidance
        SalesExec->>Buyer: Present Alternative Value Levers (Parking, Terms)
    end
```

***

## Commercial Closing Levers

When a buyer requests pricing concessions, sales executives are encouraged to utilize non-price value levers before discounting base property rates:

> **Floor Rise Adjustments**
>
> Adjusting or waiving floor elevation premiums for upper-level units to meet client budget constraints.

> **Parking & Storage Upgrades**
>
> Offering a secondary parking space, premium garage stall location, or storage locker without a direct cash price reduction.

> **Amenity & Club Waivers**
>
> Absorbing one-time clubhouse registration, administrative fees, or legal documentation expenses.

> **Flexible Payment Milestones**
>
> Tailoring construction-linked milestone schedules or deferred deposit timelines to accommodate buyer cash flow.

***

## The Negotiation Record (`Negotiation`)

BrokerOS provides a dedicated negotiations API (`/api/leads/:leadId/negotiations`) to track every offer round:

| Field | Type | Description |
| :- | :- | :- |
| **askingPrice** | Decimal | Original inventory listed price for the selected unit. |
| **offeredPrice** | Decimal | Client's proposed purchase price. |
| **counterPrice** | Decimal | Brokerage proposed counter-offer. |
| **finalPrice** | Decimal | Agreed closing price upon successful negotiation. |
| **discountRequested** | Decimal | Total price reduction requested by the buyer. |
| **status** | NegotiationStatus | Current state: `OPEN`, `COUNTER_OFFERED`, `MANAGER_REVIEW`, `APPROVED`, `REJECTED`, `CLOSED`. |
| **customerObjections** | Text | Specific pricing or market objections cited by the customer. |
| **managerSuggestion** | Text | Strategic negotiation advice or counter-tactics provided by leadership. |
| **negotiationNotes** | Text | Summary title and narrative of the discussion round. |
| **nextActionPlan** | Text | Concrete next steps agreed upon between the buyer and executive. |

***

## Ticket-Based Approval System (`ApprovalRequest`)

When a proposed price adjustment requires managerial authorization, sales executives submit a formal approval ticket:

* **Targeted Assignment**: The request is routed directly to the sales executive's assigned manager (`managerId`).
* **Threaded Communication (`ApprovalMessage`)**: Managers and executives collaborate through an in-app messaging thread attached to the ticket, enabling discussions, counter-strategies, and document attachments.
* **Audit Tracking**: The system maintains an unalterable history of who requested the concession, the justification provided, and the manager's formal approval timestamp.
* **Integration with Bookings**: Once approved, the final agreed price and discount are linked directly to the confirmed `Booking` record.


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