DEAL-DESK-MANAGEMENT5 MIN READ
Bridge Legal and Security Without Reopening the Deal
Facilitate a cross-functional term conflict by separating positions, interests, options, and criteria.
Riley R Legal Counsel 1 Position 2 Interest 3 Criteria The internal negotiation Legal and security disagree on a customer security addendum blocking $1.1M. The deal desk has to facilitate a better internal decision, not pick a favorite function. Facilitation model Interests, options, criteria Move from position conflict to risk, options, and objective standards. Ask what risk the sentence creates before debating who is blocking the deal. Turn 1 Riley: 'We cannot accept this security addendum. It is too risky.'
Read the full lesson
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in