Hlzd Negotiation Playbook

HLZD 谈判让步推演（Negotiation Playbook）

客户出价后，3 轮价格 / 交期 / 账期三维独立让步；最后一键给决策建议。

When to use

调用本 Skill 当用户：

• 已经报价（hlzd-quotation-gen 输出），客户回了 counter-offer
• 想知道"再让多少合理 / 不能让到哪条线 / 应该 walk-away 吗"
• 想看到 3 轮的逐轮让步轨迹，而非一次性"是 / 否"

不要调用本 Skill 当：

• 还没报价（先走 hlzd-quotation-gen）
• 客户已签合同（这时候走 hlzd-after-sales —— v0.2 计划）
• 单纯问"该报什么价"（应该用 hlzd-quotation-gen）

How this skill is invoked

# 输入：
# 1. quote.json (hlzd-quotation-gen 输出)
# 2. customer_response 文本或 JSON

py scripts/cli.py \
    --quote quote.json \
    --response "We can pay USD 1300 per ton, 30% advance" \
    --redline-price 1300 \
    --pretty

或：

echo '{"target_price": 1300, "desired_lead_days": 30, "advance_pct": 30}' > response.json
py scripts/cli.py --quote quote.json --response response.json --pretty

算法：3 轮 × 3 维

价格（默认 5% / 3% / 2% 累计 10%）

Round 1: 让 5% off  initial
Round 2: 让 3% additional
Round 3: 让 2% additional  → 总让 10%

任何 round 后 proposed_price < target_price（客户出价）= "我们让穿了 target" = 红线 hit → 不应继续让步。

交期（默认 0 / 5 / 10 天）

Round 1: 让 0 天
Round 2: 让 5 天
Round 3: 让 10 天  → 总让 15 天

公式：new_lead = initial - cum，但 min(new_lead, desired_lead)。Round 3 后 initial - cum > desired 表示仍然达不到客户需求 → 红线。

账期（默认 30/70 → 20/80 → 10/90）

让 advance 占比下降、balance 占比上升。每次让 10pp。

Decision matrix

Output schema

{
  "$schema": "hlzd/negotiation-playbook/v1",
  "initial_state": {
    "price_initial_usd_per_ton": 1500,
    "lead_days_initial": 40,
    "advance_pct_initial": 30,
    "target_price_usd_per_ton": 1300
  },
  "redlines": {
    "price_floor_usd_per_ton": 1300,
    "max_lead_days": 30,
    "min_advance_pct": 10
  },
  "rounds": {
    "price": [
      {"round": 1, "concession_pct": 0.05, "cumulative_concession_pct": 0.05,
       "proposed_price_usd": 1425.0, "delta_from_initial_usd": -75.0,
       "delta_from_target_usd": 125.0, "breaches_redline": false},
      {"round": 2, "concession_pct": 0.03, "cumulative_concession_pct": 0.08, "proposed_price_usd": 1380.0, "..."},
      {"round": 3, "concession_pct": 0.02, "cumulative_concession_pct": 0.10, "proposed_price_usd": 1350.0, "..."}
    ],
    "lead_time": [
      {"round": 1, "concession_days": 0, "new_lead_days": 40, "breaches_redline": true},
      {"round": 2, "concession_days": 5, "new_lead_days": 35, "breaches_redline": true},
      {"round": 3, "concession_days": 10, "new_lead_days": 30, "breaches_redline": false}
    ],
    "payment_terms": [
      {"round": 1, "advance_pct": 30, "balance_pct": 70, "delta_from_initial_pct": 0},
      {"round": 2, "advance_pct": 20, "balance_pct": 80, "delta_from_initial_pct": -10},
      {"round": 3, "advance_pct": 10, "balance_pct": 90, "delta_from_initial_pct": -20}
    ]
  },
  "red_line_breached": {
    "price": false,
    "lead_time": false
  },
  "decision": {
    "decision": "accept_round_2",
    "rationale": "Default path: two-round concession + lock. Round 3 reserved if renewal.",
    "next_step": "send round 2 quote + set payment terms per payment_rounds[1]"
  }
}

Anti-pattern / Limitations

Related Skills

★ hlzd-solution-match ★  →  SKU 选取
        │
        ▼
★ hlzd-quotation-gen ★  →  3 套报价
        │
        ▼
★ hlzd-negotiation-playbook ★  ← 本 Skill
        │
        ▼
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Versioning

Crafted for B2B industrial exporters — HLZD Cross-Border AI Platform · 2026