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.
Where is the control gap in your deal?
Most commercial teams see margin loss in one or more of these four patterns.
Recognize your situation before diagnosing the specific control gaps.
Before the RFP
The real criteria have already hardened before your team sees the formal request. You are competing against buyer decision logic you never saw.
At the Table
Negotiation loses structure when concessions move without return.
Buyer pressure forces your team off the planned position and trading discipline breaks down.
Under Buyer Pressure
Time compression, escalation, and authority shifts force reactive decisions. Your team responds to procurement tactics rather than executing a planned trading strategy.
After signature
The signed contract becomes the starting point for renegotiation. Scope and implementation commitments erode the margin your team protected at the table.
Locate your control gap before the next high-stakes negotiation.
Most of your margin is lost due to one specific control gap across these four areas.
The Control Gap Diagnostic is a 12-question assessment that identifies where your team is exposed and which part of The Negotiation Surgery™ addresses it.