End-to-End Deal Control Framework
The Negotiation Surgery™
The Negotiation Surgery™ is a deal control framework that helps commercial teams regain control in procurement-led B2B deals. It identifies where value is being lost, then installs the commercial discipline needed to protect margin before the RFP, at the table and after signature.
The framework is delivered by Radek Bak,
drawing on senior procurement, sourcing, commercial and key account leadership experience.
What breaks commercial control
Most commercial teams do not lose margin because they are weak at the table. They lose margin because procurement-led deals are structured before the visible negotiation begins. The framework addresses the recurring points where control breaks: unclear buyer logic, uncontrolled concessions, late internal reversals, pressure at the table and value loss after signature.
Typical failure modes
- Margin loss before the formal request
- Concessions given without defined return
- Late escalations and internal reversals
- Buyer pressure triggering reactive decisions
- Value leakage after signature
What replaces them
- Buyer decision logic visibility
- Defined trading rules
- Clear authority and approval thresholds
- Pressure response discipline
- Post-signature control routines
Not sure which pattern applies to your deal?
Start with the Control Gap Diagnostic.
How We Work
This is not lecture-based negotiation training. It is a practical intervention applied to real deal mechanics. 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.
Five entry points inside one deal control system
Each programme addresses a specific point where commercial control tends to break. Teams can start with the most urgent gap or use the full framework across the deal lifecycle.
How Procurement Decides™
Shape the deal before the formal request- Procurement decision logic and levers
- Deal framing and variable control
- Pre-table stakeholder alignment
Behind the Curtain™
Trade value with discipline- Negotiation discipline and preparation
- Trading variables and concession control
- Control at the table
Negotiating the Delivery™
Prevent value leakage after signature- Post-signature value preservation
- Execution governance and escalation rules
- Performance tracking and enforcement
Wrestling with Procurement™
Resist pressure without reactive concessions- Counter-patterns for Procurement tactics
- Real-time control under pressure
- Trading discipline in hostile rooms
AI in Negotiation™
Accelerate preparation without losing control- AI-enabled prep, briefs, and scenarios
- Prompt discipline and approval logic
- Speed with control, not chaos
Questions about The Negotiation Surgery
Is The Negotiation Surgery™ negotiation training?
No. It is a deal control framework for procurement-led B2B negotiations. It works on deal structure, decision logic, concession discipline, buyer pressure and post-signature value protection.
Do teams need all five entry points?
No. Teams can start where control is breaking first: before the RFP, at the table, under buyer pressure or after signature.
Who is it for?
For commercial, sales, key account, bid and leadership teams working on complex B2B deals with professional procurement.
Not sure where the control gap sits?
Start with the Control Gap Diagnostic to identify whether exposure sits before the RFP, at the table, under buyer pressure or after signature.
Already know where the issue sits?
Request a 30-minute gap review