Capture value while protecting the relationship.
The Deal Room helps B2B teams prepare, anchor, and close negotiations with discipline: planning positions and limits, trading concessions instead of giving them, handling objections without improvising, and protecting both margin and relationship. Negotiation is reframed as a structured path from preparation to signed agreement — participants learn to think like deal architects, not discount dispensers.
Includes a working toolkit with negotiation plan, concession matrix, objection-response, and closing templates.
The real challenge is not holding a harder line. It is entering the room with targets, limits, and alternatives already defined — and knowing what every concession is worth before anyone asks for it.
Price pressure triggers an immediate concession instead of a defense of value or a trade.
Teams enter the room without limits, alternatives, or a concession plan — so every ask feels urgent.
Predictable objections on price, timing, and risk are met with in-the-moment answers, not rehearsed responses.
Deals are won by giving margin away, or defended so hard the relationship pays the price.
The Deal Room reframes negotiation as a structured path from preparation to signed agreement. Participants learn to think like deal architects, not discount dispensers.
Define targets, limits, alternatives, and stakeholder interests before entering the room.
Open on a defended position rather than reacting to the counterpart's first number.
Price every concession and name the counterpart required before it moves.
Answer price, risk, and timing objections with rehearsed, value-based responses.
Sequence the close and confirm the agreement so the package stays whole.
The deal-ready artifact: context, limits, concession matrix, and closing sequence.
A discount is not a close. A concession without a counterpart is a gift. A prepared deal has targets, limits, and a trade plan.
The Deal Room is delivered as a sequenced blended journey, framed by an included discovery kickoff and post-seminar coaching. Each component builds on the previous one, moving participants from negotiation logic to live deal simulations to a real negotiation strategy.
The FieldEdge Method
Six stages run under every FieldEdge Academy program. Here is what each one is in The Deal Room.
How the method works →Included · 60 min kickoff call
Before day one, we map your team's current negotiation practice, pricing pressure, approval limits, and deal types so the program is calibrated to your market and your margin structure. In the same call we write down the baseline — the handful of numbers The Deal Room is meant to move.
A self-paced game where participants prepare positions and limits, set anchors, plan concessions, handle objections, and close with confirmation.
Builds — the foundation: the negotiation plan and concession logic.
Output: First negotiation plan and concession matrix.
Live role-play as seller, buyer, manager, and observer — anchoring, trade-offs, and objection handling pressure-tested in realistic deal scenarios generated with an AI objection simulator.
Builds — confidence: negotiation moves pressure-tested in simulation.
Output: Recorded negotiation simulation with concession trail.
Teams apply everything to real deals in the pipeline, connecting preparation, concession strategy, and objection responses into one negotiation strategy.
Builds — results: negotiation strategies for real deals.
Output: Deal-ready negotiation strategy for manager review.
Included · 3 × 30 min follow-up
Follow-up sessions reviewing real negotiations, real concessions granted, and real outcomes so the discipline survives the next quarter-end.
Included · final coaching session
The last coaching session returns to the baseline written down at the kickoff and reads the same numbers again — what moved, what didn't, and what the team needs next.
The Deal Room focuses on three skills that determine whether a negotiation protects margin and the relationship, or trades one away for the other.
Define targets, limits, alternatives, and stakeholder interests before entering the room.
Plan concessions with values and counterparts — trade, never give, and keep the package whole.
Anticipate price, risk, and timing objections and respond with rehearsed, value-based answers.
The Deal Room is designed around tools, not theory. Every tool leaves with the participants — ready for live deals, manager reviews, and the next negotiation.
Set targets, limits, and the opening position before the meeting.
Try itKnow your alternative — and theirs — before you concede anything.
Try itHold the price by restating the value in the buyer's terms.
Try itAlign the team on one message before the deal goes live.
Try itPrice every concession and name the counterpart you require.
Try itTrack what was given, what was received, and what remains.
Try itPrepare rehearsed answers to price, risk, and timing objections.
Try itRehearse against a realistic buyer before the real one.
Try itThe eight working tools participants use to prepare, trade, and close — usable on live deals immediately.
From preparation to signed agreement
Participants do not leave with theory only. They leave with a concrete negotiation artifact — deal context, targets and walk-away limits, concession matrix, objection-response plan, and closing sequence — ready for manager review and the next customer meeting.
The result is not a harder line. It is a better-prepared deal.
The Deal Room is useful when commercial teams face recurring price pressure — when discounts are granted to save deals, and no one can say what the last concession bought.
Best fit: B2B teams that negotiate pricing, renewals, and contracts under margin pressure.
The Deal Room is co-founded and taught by two instructors who bring academic rigor and 25+ years of field experience in B2B sales.
Professor of Information Systems & eBusiness, McGill University, Desautels Faculty of Management
Sol is a co-founder of FieldEdge Academy. Over a 25+ year career spanning academia, entrepreneurship, and consulting, he has built lead-generation pipelines, closed millions in deals, and helped B2B sales organizations across North America and Europe. He is also a worldwide trainer for Michelin.
Leads: Preparation, value defense, and concession strategy.
Faculty Lecturer in Marketing, HEC Montréal
Pablo is a co-founder of FieldEdge Academy. With over 25 years of high-touch enterprise selling across North America and Latin America, he has built and led sales teams at Fortune 500 and high-growth companies, closed millions in complex deals, and specializes in Key Account Management, executive-level negotiation, and cross-border deal strategy.
Leads: Live role-plays, executive-level negotiation, and in-person seminar coaching.
Delivered in English, French, and Spanish.
Run The Deal Room with one sales team, renewal wave, or strategic deal set — and leave with negotiation strategies, not discount habits.
Tell us about your team and we'll follow up with next steps.
