Stop Leaving Money on the Table During Financial Negotiations
Most business owners walk away from deals thinking they did well—until they see what the other side actually gained. Our September 2025 program teaches you how to identify hidden value, structure better terms, and close agreements that actually serve your business interests.
View Program DetailsWhere Most Negotiations Fall Apart
You're negotiating price when value matters more
Focusing solely on percentage discounts means missing payment terms, delivery schedules, and contract clauses that affect your actual cash position.
What we addressLearn to map total deal value across 8-12 variables before discussing price. Our participants typically identify $47,000-$120,000 in previously overlooked value points per major contract.
Your counterpart prepared more than you did
They've analyzed your financial statements, researched your suppliers, and identified your pressure points. You showed up with a target price.
How we helpMaster the 72-hour pre-negotiation research protocol that reveals leverage points, alternative suppliers, and market benchmarks your counterpart hopes you don't know.
You can't tell when they're actually flexible
Every vendor claims their price is final. Some mean it, most don't—but without the right signals, you accept limitations that don't actually exist.
Our approachDecode the 11 verbal and behavioral indicators that reveal true flexibility versus tactical positioning. Stop accepting manufactured constraints.
Results from businesses that stopped guessing
These numbers come from participants who completed our 2024 program and tracked their negotiation outcomes over the following six months. They're not best-case scenarios—they're typical improvements when you apply structured preparation.
Average additional value captured per participant across 3-5 major negotiations
Reduction in negotiation duration when both parties understand value drivers
Of participants renegotiated at least one existing agreement within 90 days
Faster payment terms achieved on average through strategic term structuring
How the Program Actually Works
Week 1-2: Map your actual negotiation landscape
You'll audit three real negotiations from your business—identifying what you secured, what you left behind, and the specific moments where leverage shifted. No theory, just analysis of your actual deals.
Week 3-4: Build your research system
Learn to gather intelligence that matters: supplier cost structures, market alternatives, counterpart pressure points, and timing advantages. We use your upcoming negotiations as practice scenarios.
Week 5-6: Structure value-based proposals
Move beyond price discussions to multi-variable proposals that create flexibility. You'll draft actual proposals for your pipeline deals and get feedback from experienced negotiators.
Week 7-8: Execute and debrief
Apply your new approach to live negotiations while the program is still running. We analyze what worked, what didn't, and adjust your technique for the next round.
Oswald Thackery
Former procurement director, now teaching what actually works
I spent 14 years on the other side of the table—the person trying to get you to accept less favorable terms. Led procurement negotiations worth $340M+ for mid-sized manufacturers before realizing most business owners were negotiating blind.
Started this program in 2019 after watching too many capable people accept terms they didn't need to accept, simply because they didn't know what questions to ask or which variables to push on. Not interested in teaching negotiation "tricks"—just the systematic preparation that changes outcomes.
Outside of teaching, I advise three Tasmanian businesses on contract strategy and occasionally get asked to review agreements before they're signed. Still learning new variations of the same fundamental patterns.
Real Situations You'll Learn to Handle
When your supplier suddenly raises prices 18%
Learn the five-question sequence that reveals whether the increase is legitimate cost pass-through or opportunistic positioning—and the three alternatives you should have researched months ago.
Renegotiating contracts you signed two years ago
Market conditions change. Your volume changed. The relationship proved more valuable than expected. Discover which contract clauses you can revisit without damaging the partnership.
Multi-party negotiations where everyone has different priorities
When three stakeholders need to agree, the person who maps everyone's constraints first controls the conversation. We'll practice this with your actual pending deals.
The prospect who keeps asking for one more concession
Some buyers test boundaries systematically. Learn to identify the pattern early and establish firm-but-reasonable limits that preserve the relationship and your margin.
Next Program Starts September 2025
Limited to 16 participants so everyone gets individual attention on their actual negotiations. Early registration opens May 2025. If you're tired of wondering whether you could have negotiated better terms, this is probably worth your time.