Big negotiations are coming — buyers are increasingly better prepared. This workshop shows how to regain deal control when pricing breaks down at execution. Participants work on real deal situations to move beyond price discussions and shape outcomes before and after the RFP. The session draws on real industrial best practices from Tier-1 manufacturing suppliers operating in a highly constrained, long-term supply environment, showing how leading suppliers protect margins and win complex deals by pricing risk, constraints, long-term commitments, and relative BATNAs on both the buyer and seller sides.

To maximize value from the session, participants may opt for a short pre-workshop call with Olivier Dallemagne (ex-BCG Partner) to clarify, structure, and anonymize their own deal cases for focused, practical discussion during the workshop.

Key takeaways:

• Practice real-world negotiation scenarios drawn from complex industrial deals
• Identify the one presales lever that allows you to defend price and win after the RFP, not during discounting
• Stress-test your pricing and negotiation approach against best-in-class deal makers
• Explore practical strategies to defend margins without losing deals
• Gain concrete tools to build confidence and influence in high-stakes pricing discussions