End-to-End Deal Control Framework
The Negotiation Surgery™
I help commercial, sales, and leadership teams negotiate under Procurement pressure – without margin leakage, uncontrolled concessions, or deal decay. I install negotiation discipline, trading logic, and execution control – from upstream shaping to post-signature delivery.
What I Stop
Most commercial teams bleed value because they bring relationship skills to a structural fight. They face professional buyers armed with engineered leverage, while they rely on hope and „win-win” intent. I stop this imbalance. My framework neutralises procurement tactics and protects your margin from the first email to the final invoice.
Typical Failure Modes
- Margin collapse under Procurement pressure
- Uncontrolled concessions without trading logic
- Last-minute escalations and internal reversals
- Post-signature deal decay during delivery
What Replaces Them
- Deal mechanics discipline
- Negotiation brief and approval clarity
- Stakeholder influence strategy
- Execution governance and control loops
The 5 Programmes
This is not a generic training menu. It is a modular control system designed to secure value at every specific failure point of the deal lifecycle. You can deploy individual modules to target acute gaps or install the full framework for total commercial control. Each programme installs specific disciplines to ensure you shape, negotiate, and deliver profitable deals.
How Procurement Decides™
Deal Shaping Before Negotiation- Procurement decision logic and levers
- Deal framing and variable control
- Pre-table stakeholder alignment
Behind the Curtain™
Inside the Negotiation Machine- Negotiation discipline and preparation
- Trading variables and concession control
- Control at the table
Negotiating the Delivery™
Leadership • Stakeholder Influence- Post-signature value preservation
- Execution governance and escalation rules
- Performance tracking and enforcement
Wrestling with Procurement™
Negotiating Under Pressure (Field Module)- Counter-patterns for Procurement tactics
- Real-time control under pressure
- Trading discipline in hostile rooms
AI in Negotiation™
Acceleration Without Loss of Control- AI-enabled prep, briefs, and scenarios
- Governance and prompt guardrails
- Speed with control, not chaos
How We Work
I do not deliver lectures; I perform operational interventions. We start by dissecting your actual deal mechanics to find where the leverage is lost. Then we install the missing trading discipline and set the governance to ensure the results stick. No abstract theory, just installed capability applied to your real-world contracts.
Map the deal mechanics
We do not guess. We dissect the deal structure before a single word is exchanged. This phase exposes the hidden levers and decision criteria that Procurement uses to constrain your options.
Output: Variables, approvals, decision rights, and failure points.
Install trading discipline
Negotiation is not about hope; it is about exchange. We replace reactive concessions with a strict trading protocol. Your team learns to protect the P&L by ensuring every move has a commercial counter-move.
Output: Concessions only as trades, with clear logic and thresholds.
Govern execution
The signature is not the finish line. It is the start of the risk phase. We install governance loops to prevent 'value leakage’ during delivery, ensuring the deal you signed is the deal you actually bank.
Output: Post-signature controls, escalation rules, and delivery performance tracking.