How to preserve deal value in enterprise negotiations with custom terms

[Charles61]

I'm a sales manager at a B2B software company, and my team is consistently hitting a wall during final contract negotiations, especially on price and multi-year terms. We often enter discussions with a standard discount structure, but larger enterprise clients are pushing for custom agreements with aggressive concessions. I'm looking to develop a more strategic playbook for my team. For experienced B2B sales leaders, what negotiation frameworks or tactics have you found most effective for preserving value while closing complex deals? How do you train reps to handle procurement teams that use hardball tactics like "take it or leave it" final offers? I'm particularly interested in strategies for trading concessions, like extended payment terms for a higher contract value.