Behind the Curtain™

Most negotiation failures are not caused by a lack of tactics or experience.

They happen because:

• decisions shift during the conversation

• concessions are made without explicit trades

• authority boundaries blur under pressure

• internal alignment collapses in real time

Behind the Curtain™ addresses how the negotiation machine actually behaves once the discussion starts.

Behind the Curtain™ focuses exclusively on control at the negotiation table.

It does not:

• shape requirements or evaluation criteria upstream

• repair deals already locked against you

• govern post-signature delivery or execution risk

These are addressed by other modules in The Negotiation Surgery™.

This programme installs control over:

• Preparation discipline What must be decided before the table — and what must never be decided during it.

• Trading logic Which variables are tradable, under what conditions, and with what approval thresholds.

• Closure control How agreements are finalised without last-minute giveaways, ambiguity, or silent scope creep.

These are control mechanisms, not techniques.

Behind the Curtain™ installs concrete working artefacts, including:

• A Negotiation Brief defining objectives, variables, red lines, and authority

• A Concession Logic with clear trade-off rules and approval thresholds

• A Table Control Structure to manage pacing, pressure, and closure

These artefacts are used immediately in live negotiations.

Behind the Curtain™ is not:

• generic negotiation training

• a tactics or persuasion workshop

• a motivational or role-play-driven session

It is a control installation for teams negotiating against professional Procurement.

This is not the right starting point if:

• buyer criteria or alternatives are already locked against you

• the real risk sits in post-signature delivery, not negotiation

• the negotiation has already failed upstream

In those cases, another entry point in The Negotiation Surgery™ is more appropriate.

After Behind the Curtain™:

• Negotiation meetings stop drifting and start converging

• Concessions follow explicit trade rules instead of instinct

• Internal escalations decrease because authority is clear

• Outcomes are deliberate, not accidental

The negotiation table becomes a controlled environment, not a performance stage.

Behind the Curtain™ is designed for:

• Sales and Commercial Teams

• Key Account Managers

• Leaders running complex negotiations

It is calibrated for high-stakes environments where maintaining commercial integrity is critical.

Behind the Curtain™ is typically delivered as:

• A focused diagnostic intake

• A 1–2 day working session (on-site or remote)

• Optional coaching during live negotiations

The format is adapted to deal criticality and timing pressure.