1
Map the people. Users, influencers and decision-makers on the other side, how each behaves, and the micro-agenda behind it.
The stakeholder map for your deal
THREE-HOUR WORKSHOP, BARCELONA AND ONLINE
Negotiation training for founders and CEOs with a big deal to land.
Built on a deal worth over $1 million with a regulated international financial institution, for an unproven product. Bring a live deal of your own and leave with the plan for it.
Led by Ben Sheppard. Twenty years of deals from millions to billions, with banks, governments and investors on both sides of the table.
Who it is for
A first enterprise customer, or a pilot that will not convert.
A partnership, a licence or a distribution deal with a bigger company.
An investment round, a co-founder package or a senior hire's equity.
The other side has lawyers and consultants. You have you.
What you leave with
Everyone on the other side who can stop the deal, and what each of them needs.
The four possible outcomes and what each costs both sides.
Where each person sits on the line between their ideal deal and yours, and where you open.
Your next three messages, drafted and checked.
One method: the DealLine
The workshop teaches one method in four steps. Each step is shown on Ben's own deal, then applied to yours on a printed worksheet that stays private.
Step
What you do
What you produce
2
Model the outcomes. Win-win, win-lose, lose-win, lose-lose, and what each costs both sides.
Your four outcomes
3
Draw the DealLine. The buyer's ideal deal at one end, the seller's at the other, the fair deal in the middle; every person placed on the line; where to anchor and which concessions cost little and move someone a long way.
Your DealLine and your opening position
4
Write the next three messages. Labelling, mirroring and calibrated questions; never replying in the first hour; the hard message drafted and its tone checked.
Your next three messages, drafted
Built on deals Ben has done
The seven-figure contract
A three-part enterprise contract for an unproven technology product with a regulated international financial institution, negotiated against one of the world's largest law firms.
$25k to $250k
A proposal to Bloomberg Philanthropies and the Rockefeller Foundation torn up hours before the deadline and resubmitted at ten times the price. Accepted.
Co-founder and equity deals
Co-founder packages and equity deals negotiated for founders and their first senior hires, so the team holds together after the signature.
"He has helped me exit a venture I needed to set aside with more upside than I would have ever asked for."
Register your interest
Three hours, 12 to 20 people, in Barcelona or online. The date goes to this list first.