Negotiation

Your side of the table.

The specialist holds the whole position and never speaks to the buyer. Your word to a customer comes from a person.

What they asked for. What you gave. What is still open. What it cost.

Most teams could not answer this halfway through a deal. The concessions are scattered across email, calls and somebody's memory, and by the time anyone adds it up the deal is past its own floor.

The specialist keeps the position whole, in one place, from the first call.

Where this deal stands Live

Asked for 0

  • Payment terms
  • Liability cap
  • Data region
  • Price
  • Term length
  • Allocation

You gave 0

    Nothing yet.

    Still open 0

    • Data region
    • Payment terms
    • Liability cap
    • Price
    • Term length
    • Allocation

    Drag a term into You gave to see the position change. Floor set by M. Lindqvist, Finance.

    Concessions have a price. The specialist works it out before you give one.

    A concession is never just a yes. Each one is priced in the currency it actually costs you, and recorded against the limits your own people set, so you always know whether you are still inside them.

    • A payment term is cash.

      Net 60 instead of net 30 is a month of working capital on every invoice for the life of the contract.

    • A price lock is margin, for years.

      Holding a price through two renewals is a bet on your own costs. The specialist shows you what the bet is worth.

    • A data region is an engineering commitment.

      Agreeing to a region is agreeing to run there. Security and ops are in the room before you say yes.

    It never speaks to the buyer.

    The specialist works your side of the table only. It reads what the buyer asked for, works out what it costs, proposes what you could trade for it, and hands the counter to you.

    You say it to the customer, in your own words. That is rule two, and it does not bend.

    A counter, start to finish

    The buyer asksfor net 90 on a three-year term
    The specialist prices itthe cash cost over the term, and what it is worth trading for
    It proposesnet 60 in exchange for the three-year commitment, and shows that this sits inside your floor
    Yousay it to the buyer. Or change it. Either way it is recorded as yours

    Net 90 on a three-year term.

    The limits are set once, by the person who owns them.

    Your finance lead sets the floor. Your counsel sets the cap. From then on every deal cites the ruling, with the name and the date, and nobody has to be pulled into a thread to repeat what they already decided.

    No discount past 18% without me.

    M. Lindqvist, Finance leadRuled 4 February, on the Halden renewal.

    Liability capped at twelve months of fees. Unlimited is not on the table.

    R. Okafor, CounselRuled 12 March, on the Brekke master agreement.

    Two-year price locks need a volume commitment.

    M. Lindqvist, Finance leadRuled 9 April, on the Sørvik expansion.

    Every ruling is appended to the record. Nothing is edited after the fact; a change of mind is a new entry with a new name and date.

    See the whole position on your next deal.

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