Service 05 · Deal coaching & negotiation
For the top-5 deal of the quarter, the strategic renewal, the negotiation that sets the precedent for the next five. Retainer or per-deal. Pre-call prep, in-deal coaching, post-call debrief.
When to call
Deal coaching is expensive if it is scattered everywhere. Pointed at the right moment, it changes the quarter.
BATNA / ZOPA worksheet filled in before the call. Concession mechanics planned, not improvised. The specific Fisher-Ury move for the specific buyer.
Live deal reviews with the rep and the manager. Role-play of the next difficult conversation. Sometimes in the call itself as a silent observer.
Protecting margin on high-stakes renewals. Discount discipline, value-reaffirmation narrative, executive re-engagement.
Preparing the meeting where the CEO or CRO joins. Storytelling frameworks (CAR, 3S) adapted to the specific decision-maker.
Methodology
Coaching is anchored in proven frameworks — but tuned, in the room, to the deal in front of you.
Principled negotiation. Separate people from problem, focus on interests, invent options for mutual gain, use objective criteria.
Best Alternative To Negotiated Agreement. Zone Of Possible Agreement. Measured and written down before the call — never improvised.
What to give, when, for what in return. The grammar of a disciplined concession — versus the reflex of a panicked one.
Anchoring, reciprocity, scarcity, loss aversion. The cognitive moves that shape a buyer's perception of "fair" — used consciously.
Context / Action / Result. Situation / Strategy / Stakes. Narratives that land in the C-suite — compact, concrete, consequential.
Who decides, who influences, who blocks. The real map of the buyer committee — before you walk into the room.
Engagement shapes
Monthly retainer covering deal reviews, live coaching on the top 3–5 deals of the quarter, and manager up-skilling. Best fit when the team has a handful of very large deals per quarter.
Scoped around a single high-stakes opportunity. Pre-call prep, accompaniment through key moments, post-deal debrief. Fixed fee, predictable shape.
Let's build the motion
A discovery call is enough to scope the coaching — either for one deal or for a full quarter.