01
Negotiation Essentials
Protect your margin.
For lower-value, higher-volume deals: build the foundations to hold your ground, trade concessions and stop discounting by default.
PRACTICAL NEGOTIATION. REAL COMMERCIAL IMPACT.
B2B negotiation.
Stronger teams.
Better deals.
Protect your margin. Expand deal value. Give your team
the confidence to negotiate when it matters most.
A conversation about your team. Not a sales pitch.
NOT JUST THEORY.
EXPERIENCE AT THE TABLE.
EXPERIENCE AT THE TABLE.
25+years of enterprise
deal experience
deal experience
BTFormer commercial leader
at British Telecom
at British Telecom
Real-world scenarios.
Immediate application.
Immediate application.
WORKSHOPS THAT MOVE THE NUMBERS
Better negotiations.
Better business.
Your team doesn’t need more slides. They need the skills, judgement and confidence to turn challenging conversations into stronger commercial outcomes.
02
Advanced Negotiator
Unlock bigger deals.
Build the commercial judgement to navigate complex, multi-variable negotiations and grow deal value.
03
Consultancy
Strengthen your strategy.
Dedicated support for live challenges: Cost Price Increases, Trade Unions and Dealing with Procurement.
04
Coaching
Put it into practice.
Bridge workshop learning into live, active deals with focused 1-to-1 and small-group follow-up sessions.
05
In-House Negotiation Expertise
Embed the capability.
Ongoing in-house support rather than one-off training: helping your teams prepare better, negotiate more effectively and capture more value from the deals they already have.
Team-wide learning. Tailored to your commercial reality.Find the right programme
FROM THE WORKSHOP TO THE DEAL
Practical thinking that carries from the workshop into your next commercial conversation.
See how we make it stick
DOMINIC VAUGHAN · FOUNDERA PRACTITIONER, NOT JUST A TRAINER
I’ve been on
your side of the table.
Enterprise deals. Procurement pressure. The moment when a conversation makes or breaks your margin.
With over 25 years of commercial experience, including a career at BT, Dominic brings real-world perspective to every workshop. Practical thinking, honest conversations and skills your team can use on their next deal.
Meet DominicNOT A ONE-OFF WORKSHOP
Your in-house
negotiation expert.
Rather than providing one-off negotiation training, the role is to help your teams prepare better, negotiate more effectively and capture more value from the deals they already have.
This service isn’t simply to make people better negotiators. It’s to embed stronger commercial negotiation capability into the business and turn it into a measurable competitive advantage.
Examples of the support we provide
- 01Coaching teams on live and upcoming negotiations
- 02Preparing for high-value or strategically important deals
- 03Developing negotiation strategy and leverage
- 04Reviewing deals before commitments are made
- 05Supporting executives on critical negotiations
- 06Building negotiation capability across the organisation
- 07Developing practical negotiation playbooks and processes
- 08Identifying opportunities to protect margin and increase deal value
YOUR CHALLENGE. OUR STARTING POINT.
Built around your business.
Not a training catalogue.
01
Understand
We start with your people, your deals and the challenges holding your team back.
02
Build
Together, we scope a programme around the commercial outcomes you need.
03
Apply
Your team practises real conversations and takes new habits back to live deals.
THE PRINCIPLES BEHIND BETTER DEALS
Prepare your position.
Protect your value.
Practical thinking that carries from the workshop into your next commercial conversation.
01
Balance of Power
Understand where leverage really sits. Challenge assumptions, assess both sides’ alternatives and avoid conceding simply because the buyer applies pressure.
02
The Power Statement
Prepare a clear statement of the value you bring and why it matters to the other party. Enter the conversation with a stronger position, not a default discount.
03
Presence & non-verbal communication
Pay attention to how you show up as well as what you say. Practise composure, body language and listening in realistic role-plays.
04
Commercial margin defence
Protect value through preparation and purposeful trading. Distinguish selling from negotiation, and exchange concessions rather than giving them away.
WHAT CLIENTS & DELEGATES SAY
Confidence at the table.
Impact back at work.
“I and one of my senior managers attended the 2-day Advanced Negotiation course hosted by Dominic Vaughan. We found the process fascinating. Dominic led us through a well-paced, well-structured series of exercises, taking us from the basics to more complex, multi-layered negotiations. Each stage was backed up by explanation and discussion, and followed by a thorough appraisal of our outcomes. Dominic’s guidance was excellent throughout. We left with a well-developed methodology and understanding - and a new confidence in tackling our own negotiations which has translated into tangible benefits to our agency. I’d have no hesitation in recommending Dominic to other businesses looking to improve their skills in negotiation.”
FOUR 4-HOUR SESSIONS
“The training was 4 x 4 hours. Really every moment was very interesting. The alternation between practice and theory is great, which keeps you attentive all the time. You get the chance to practice a lot and really learn every time.”
PRACTICAL ROLE-PLAYS
“The role-plays were very concrete, very practical. And in every session there were some new insights.”
PREPARATION, POWER STATEMENT & PRESENCE
Three key takeaways from the training:
- Good preparation before entering a negotiation is important. Think carefully about the steps you want to take in your negotiation.
- Everything starts with a good Power Statement. This is how you set the tone of a conversation.
- Never be too much away during your negotiation.
DIRECTLY USABLE IN DAILY WORK
“The training really matches expectations. High level of difficulty and sometimes uncomfortable, but very instructive and directly usable in daily work.”
OVERALL EXPERIENCE
“Beyond expectations!”
LET’S START WITH YOUR CHALLENGE
What could your team achieve?
A focused conversation. A clearer way forward.