Deal Zone
The Deal Zone
The Deal Zone is the range of potential mutual agreement between stakeholders across all deal variables.
Context
Determine all the possible variables in the negotiation such as timing, quality, relationship, personnel experience, materials, and so on. Price is the last thing to consider.
Team Alignment
Consider the range of potential options for your stakeholder and map against yours to determine the Deal Zone.
Mandate
The Deal Zone is determined, but don't forget to think about how to co-create beyond price and traditional variables. How can you apply creativity with new types of deal structures and strategies for a WinWith™ outcome?
Unlike the economic principle of Supply and Demand where a fixed price is determined and offered on a ‘take it or leave it’ approach, the art of negotiation is about trading the multiple variables and shared micro-forces that impact agreement on time, quality, price, units and many other possible considerations created by the market at the time of the negotiation. Each of the parties involved in the negotiation will have their own best and worst case for each of these variables ie. as many deal zones as there are variables.
We need to be curious and dig deep to reveal all market variables. Most of the time there will be a range before hitting a point where each party would consider walking away; and it is usually unspoken between parties. The WinWith™ Negotiation process is about understanding this reality, and enable participants to maximise the value in the deal through applied curiosity. It is solely our own skillset and mindset that maximises the value in our negotiations.
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We offer hands on deal support, we coach you and work with you to maximise the value in your live deals, or we can train your teams in this world leading collaborative methodology.
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Deal Support
Negotiators working for you to maximise the potential in the deal. Build trust and understand your authentic power to add value, and have greater impact. Success fees available.
Deal Consultation
Leverage our team’s centuries of real world negotiations experience to fortify trust and expand value in your important deals. We empower you with tactical solutions for your live deals and manage team competency.
Board Services
Advisory services to fortify trust and expand value in your important stakeholder relationships from qualified board directors and experienced negotiators. We bring strategic perspective and empower you in live deals. Board Directorship also available.
Deal Implementation
The deal doesn’t stop at the agreement of terms. Many deals stall or fall over because the implementation process is not robust. We are here right to the end with you to ensure that value doesn’t get eroded as you put the deal into action.
Fabian Courtaux
Co-Founder
Board Advisor
Lead Negotiator
Facilitator
Coach
Fabian has over 20 years experience leading high-stakes negotiations or supported peer negotiators, business leaders and boards of directors to get better outcomes, transform conflict into collaboration, built bridges between parties with seemingly conflicting positions. Fabian helps you make more conscious decisions to unlock value and ascend towards the organisation’s summit. Fabian helps boards move past conflict by harnessing and leveraging these individual differences, to make these decisions richer, more rounded and ultimately effective.
Victoria Plaksin
Co-Founder
Managing Director
Board Advisor
Board Directorship
Facilitator
Victoria is Trusted Negotiator Co-Founder, and a seasoned sales specialist with expertise in psychodynamics and outstanding consultative sales & assertive negotiation skills. With skills in financial modelling for sustainable business growth, Victoria brings creativity and vigour to plan and implement for change, starting with inspiring teams as an effective coach and mentor. Victoria has category experience in property, sales and venture capital.
Peter Singer
Board Advisor
Board Directorship
Negotiator
Mediator
Facilitator
Harvard Graduate, Peter Singer, has a talent for helping regain control, deal with unpredictability and offer assurance of remedy. Peter is not just about cutting the biggest deal but has a way of helping people cope, despite the stress and risk they face. As a negotiator Peter has decades of experience across commercial disputes in organisations, businesses and family businesses and has a specialty in finding a way through IT projects that may be unexpectedly stalled, exceeding budget or derailed, Workplace issues in schools, NFPs and NGOs working with Chairs, CEOs, CIOs, Executives and organisational leaders with a special interest in empowering female leaders. Peter is an industry educator and on many high level boards and panels.
Matt Perfect
Negotiator
Facilitator
Coach
Matt Perfect believes that spending is the most powerful force for change in the world… every dollar we spend, changes the world… for better or for worse. With extensive procurement and supply chain expertise Matt helps understand, measure and improve the economic, social and environmental impact of spending. As a negotiator for Trusted Negotiator Matt brings some nuts and bolts experience to manage the high end negotiations but also ensures compliance and best use of technology and procurement protocols to make change for good for purpose-driven people in business.
Dion Gooderham
Board Advisor
Facilitator
Dion has been involved in and led many high stakes negotiations, including large acquisitions, major legal disputes and organisational transformation projects. Dion holds a Bachelor of Laws (Monash), Bachelor of Arts from (Monash), Graduate Diploma in Risk Management (Monash) and a Post-graduate Diploma in Management from Melbourne Business School. Dion has built an impressive career with 7 years in private legal practice focused on commercial dispute resolution, insurance advice and administrative law, followed by 14 years in senior corporate roles. He was General Counsel & Company Secretary at AIG Life; Head of Legal and then Head of Advisory & Investment Services at Bendigo Bank; General Counsel for CGU Insurance; and most recently, in the role of Senior Corporate Counsel for IAG Legal & Board Services.
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What our clients say
“The emphasis upon clarity of positioning one’s intention is a negotiation game changer”
MARK HEBBLEWHITE
Barrister & Mediator, Victorian Bar
“Great course – loved the way that theory and practice were linked and the use of video to play back and highlight points of great application. Got a lot out of it.”
ADAM BEAUMONT
CEO, Forest Stewardship Council Australia
“Great energy, a lot of learnings. The power of following a deal cycle and knowing when to ask pertinent questions to get agree- ment can be crucial in negotiation success. The most valuable part was the “win-with” philosophy and I found the part around Spiritual Intelligence very eye opening. The experiential part was a good way to learn by doing.”
WARWICK PEEL
CEO, Future Directors Institute
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Deal Canvas
WinWith™ Deal Canvas
Deal preparation is at the core of a successful negotiation. The WinWith™ Deal Canvas is the starting point for co-creation and creativity in negotiation. Capture the unimagined value in the deal.
Context
Think about the overall context and the outcomes of the relationship, before thinking about the terms or trading elements of the deal.
Team Alignment
Allocate roles to the negotiation team and ensure you all are playing off the one strategy and intentions are aligned.
Mandate
Determine your mandate. Has the deal owner established the conditions and expectations?
Sources of Power
What are your needs and wants? Identify your sources of power. What could make them move?
Information Disclosure
Gain clarify on what information can be disclosed. What information do you need to ask for?
Relationship Dynamic
Rank your relationship dynamic - where it is right now. Think about this relationship long term and where you want it to go. Define your intention to achieve it.
Deal Zone
Evaluate the Deal Zone. Each side will have an acceptable deal zone for each of the deal variables. Determine your own, and anticipate the stakeholder's deal zone.
Stakeholder Preparation
Repeat the same process for your stakeholder's team. What do you know for sure? What are their needs and wants? What sources of power?
Trading Variables
What are the trading variables across all aspects of the deal? What do you have flexibility on? Make sure that price is the last thing you think about and ensure you remain flexible.
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