B2 · Module 05 · Class 17 — The Negotiating Table

Structure

Example

What I'm proposing is...

"What I'm proposing is a 15% revenue share with a guaranteed minimum per quarter."

What I'd like to suggest is...

"What I'd like to suggest is a tiered structure — lower share at first, growing with volume."

My proposal is...

"My proposal is a two-year agreement at 15%, with a review at twelve months."

What I have in mind is...

"What I have in mind is something closer to market rate for this type of partnership."

I'd like to put forward...

"I'd like to put forward an alternative framework if you're open to it."

Structure

Example

If you can agree to X, we'd be prepared to Y

"If you can agree to the 15% rate, we'd be prepared to offer a GBP 80,000 quarterly minimum."

On the condition that X, we could consider Y

"On the condition that you commit to a minimum of eight referrals per quarter, we could consider 17%."

Were you to offer X, we would be in a position to Y

"Were you to accept a two-year term, we would be in a position to consider 18%."

Provided that X, I would be willing to Y

"Provided that the exclusivity clause is limited to Singapore, I would be willing to review the percentage."

I could move on X if you could move on Y

"I could move on the share percentage if you could move on the contract length."

Phrase

Strategic function

That's not something I can agree to at this stage.

Firm but open — "at this stage" signals it might change.

I'm not in a position to commit to that.

Deflects without refusing — signals constraint, not unwillingness.

That's some way beyond what I'm authorised to offer.

Moves the limit to an institutional level — removes personal confrontation.

I'd need to take that back to my team.

Creates space and time without saying no.

That falls outside what we had budgeted for this model.

Anchors refusal in structure, not preference.

Phrase

Strategic function

What if we looked at this from a different angle?

Signals willingness to explore without committing to a direction.

What if I offered X in exchange for Y?

"What if I offered a longer contract term in exchange for a lower share rate?"

Is there something else on the table that would help you move on X?

Opens up variables — shows flexibility without revealing your floor.

What would it take to close this today?

Direct ask for the other party's minimum — useful late in a negotiation.

Could we explore a different structure altogether?

Proposes scrapping the current frame and starting fresh — useful when stuck.

Phrase

Example

Something in the region of...

"Something in the region of 17% might be workable."

Broadly in line with...

"Broadly in line with what we discussed in the MOU."

In the neighbourhood of...

"A minimum somewhere in the neighbourhood of GBP 50,000 per quarter."

Roughly speaking...

"Roughly speaking, we're looking at a two-year initial term."

I'm thinking somewhere around...

"I'm thinking somewhere around the 15-18% range for the share."

Phrase

Strategic function

I think we can agree on that.

Closes a specific point — both parties implicitly accept.

Let's call that settled.

More decisive — signals that point is closed, not revisable.

Are we aligned on that?

Checks for genuine agreement before moving on.

So to confirm — we're agreed on X?

Restates the deal point explicitly for clarity and record.

Good. Let's move on to the next point.

Signals closure and transition simultaneously.

Register comparison — The same offer at four levels

● Level 1 — Formal negotiation (written pre-meeting position paper):

   "Meridian Technologies proposes a revenue share of 15% on all referred

   engagements, subject to a guaranteed minimum of GBP 80,000 per quarter.

   On the condition that DataBridge commits to a minimum of eight qualified

   referrals per quarter, Meridian would be prepared to explore a tiered

   structure capped at 18% for volumes exceeding twelve referrals."

● Level 2 — Negotiation meeting (live spoken offer):

   "What I'm proposing is 15% with an 80k quarterly guarantee.

   If you can commit to eight referrals a quarter, I could look at going up

   to 18% for anything above twelve. That's the structure I have in mind."

● Level 3 — Informal call after the meeting:

   "Look, if you can get to eight referrals a quarter, I can probably get you

   closer to 17-18. But I can't go there without the volume commitment."

● Quick message after the call:

   "15% base, 18% if volume is there. That's my best."

Term

Meaning

Example in context

revenue share

a percentage of deal value paid to a referring partner

"DataBridge is requesting a 22% revenue share on all referred clients."

walk-away point

the minimum acceptable deal; below this, no deal is better

"Brian's walk-away point is 20% — above that, the model breaks."

sticking point

the specific issue preventing agreement

"The revenue share percentage is the sticking point."

to anchor

to set the first number, which influences the negotiation range

"DataBridge anchored at 22% to give themselves room to move."

BATNA

Best Alternative To a Negotiated Agreement — what you do if no deal is reached

"Brian's BATNA is a direct sales model in Singapore — expensive but available."

exclusivity

a clause preventing the partner from working with competitors

"DataBridge is asking for exclusivity across Singapore — Brian wants to limit it."

tranche

a portion of a larger deal or payment, released in stages

"Capital will be deployed in three tranches over twelve months."

to concede

to give ground on a point in order to reach agreement

"Brian conceded on the minimum guarantee to hold the share percentage."

heads of terms

a preliminary summary of the key points of an agreement

"Both parties agreed on heads of terms before the lawyers drafted the contract."

dealbreaker

a condition that would cause a party to walk away entirely

"Unlimited exclusivity is a dealbreaker for Meridian."

PARTIAL TRANSCRIPT — DataBridge Partnership Negotiation

Participants: Brian Okafor (Meridian) / Raymond Tan (DataBridge Partners)

Raymond: "Brian, we've reviewed the MOU and we're excited about the

Meridian partnership. Our ask on revenue share is 22%. That's what we

get from our current tech partners."

Brian: "Raymond, thank you — and we're equally excited about working

with DataBridge. On the 22% — I want to be direct with you. That's some

way beyond what I'm authorised to offer under our current model. What I'm

proposing is 15%, which includes a guaranteed quarterly minimum."

Raymond: "15% is a significant gap from where we are. Our team brings

140 enterprise relationships to this. That's not something we'd do at 15."

Brian: "I understand completely — and I want to make sure we're valuing

the DataBridge network appropriately. I'm not in a position to go to 22,

but here's what I'd like to put forward: what if we structured this as a

tiered model? 15% as the base, with the rate increasing as referral volumes

grow. If you can commit to eight qualified referrals a quarter, I could

explore something in the region of 17-18% for volumes above twelve."

Raymond: "That's more interesting. Tell me more about the minimum guarantee."

Brian: "The minimum is GBP 80,000 per quarter, regardless of referral count.

On the condition that you commit to a twelve-month initial term, I'd be

prepared to review the rate at month six if volume targets are being hit."

Raymond: "Month six review is useful. I need to take the tiered model back

to my team — but I think we're moving in the right direction."

Brian: "Good. Let's agree on the minimum guarantee as a starting point

and continue the conversation on the tiered structure this week."

Raymond: "I think we can agree on the guarantee. Let's call that settled."