Choose your negotiation scenario
Each scenario simulates a real conversation you will face during franchise due diligence.
Financial Performance (Item 19)
The "average" revenue looks good, until you dig into the footnotes. Challenge the numbers.
Good First Try Start Free ScenarioTerritory Protection
Your territory is only 3 miles with carve-outs for online and delivery. Push for stronger exclusivity.
Medium LockedFee Negotiation
Uncapped tech fees, mandatory vendors, 6% royalty with minimums. Push back on the total cost burden.
Hard LockedExit and Transfer Terms
2-year non-compete, $15K transfer fee, vague buyer approval criteria. Negotiate your exit strategy.
Hard LockedRenewal Terms
Renewal requires signing a new agreement with potentially different terms. Lock in your protections.
Medium LockedNegotiation Tips
- Reference specific FDD items and data points, vague objections get vague answers
- Ask for specifics: "What has the fee been for each of the last 3 years?"
- Use silence as a tactic, do not rush to fill every gap
- When they deflect, redirect: "I appreciate that, but my specific concern is..."
Negotiation Recap
Here is what to review before the real conversation.
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Ready to Negotiate for Real?
You have practiced 1 of 5 critical franchise negotiations. Before the real conversation, pressure-test the deal itself with the free Red Flag Scanner.
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