For senior commercial teams negotiating with professional procurement
Most deals are not lost at the table.
They are shaped to lose margin before negotiation starts.
Procurement-led decisions are shaped through criteria, process control, authority pressure, timing, and post-signature renegotiation. The Negotiation Surgery™ helps commercial teams make the buyer system visible before margin moves.
Recognise the pattern?
Before the RFP
The real criteria have already hardened before your team sees the formal request.
Buyer model
Your value is judged against a buyer model your team never saw.
Concessions
Small give-aways move without a commercial return.
After signature
The signed contract keeps being reopened during delivery.
Locate the control gap before choosing the intervention.
Most margin loss is not caused by one bad negotiation meeting. It usually comes from a control gap in one of five places: before the RFP, at the table, under buyer pressure, after signature, or inside the supplier’s own decision system.
Before the RFP
The deal is shaped before formal negotiation begins.
At the table
Negotiation loses structure, authority, or trading discipline.
Under buyer pressure
Time, escalation, and procurement pressure force reactive concessions.
After signature
Value leaks through scope, delivery, and implementation concessions.
Inside your own team
Margin leaks through unclear ownership, language, and approvals.
The Negotiation Surgery™ installs deal control where the margin is actually leaking.
The framework is not a generic negotiation training path. It is a modular control system for commercial, sales, key account, and leadership teams exposed to procurement-led buying processes.
Negotiating the Delivery™
Value leaks after signature
AI in Negotiation and Influencing™
Preparation accelerates without control
Most clients enter the framework at one control gap. System extensions support or accelerate performance across the lifecycle.
Built from both sides of the procurement-led deal system.
Radek Bak has operated across senior procurement, sourcing, commercial, and key account roles in global industrial environments. He has helped build procurement playbooks, run supplier negotiations, deliver EBIT improvement, and train commercial teams across international markets. The Negotiation Surgery™ is built from that operating experience.
30+ years in global commerce
Senior procurement and commercial leadership roles
Experience across supplier and buyer-side decision systems
1,000+ professionals trained across 20+ countries
Validated EBIT improvement and transformation outcomes
Private tools for deal control diagnosis
Control Gap Diagnostic
Identify where margin is leaking.
Concession Leakage Check
Test whether concessions are being traded or given away.
Deal Architecture Scan
Check whether the buyer decision system is visible before negotiation starts.
Deal Intelligence article preview
Selected diagnostic articles for commercial leaders who need to understand where deal control is lost before, during, and after formal negotiation.
Deal Architecture Map: the scan before the incision.
Shadow Spend: Diagnosing the Unauthorised Cash Outflow
The Kraljic Matrix: Forensic Segmentation for the Digital Age