STRATEGIC NEGOTIATIONS
Browse CFO Speaks series in this domain. Open any module to view the PDF.
The CFO’s Negotiation Mandate
Why Every Material Financial Outcome Is Determined at the Table
Debt Negotiations β Lenders and Covenants
How to Negotiate Credit Agreement Terms, Covenants, and Waivers
M&A Negotiations β Price, Structure, and Terms
How to Negotiate Deal Economics in a Transaction
Vendor Negotiations β The CFO’s Playbook
Price, Payment Terms, SLAs, and the Governance of Enterprise Vendor Spend
Customer Contract Negotiations β The CFO’s Role
Indemnification, Liability Caps, Payment Terms, and Enterprise Contract Governance
Equity Negotiations β Investors and the Cap Table
Term Sheet Economics, Valuation, and Protective Provisions
Employment and Severance Negotiations
RIF Design, Severance Structures, and Executive Separation Governance
Real Estate and Lease Negotiations
Office Leases, TI Allowances, and ASC 842 Balance Sheet Governance
Executive Compensation Negotiations
CFO Package, Benchmarking, and Executive Team Governance
Executive Compensation Negotiations
CFO Package, Benchmarking, and Executive Team Governance
Multi-Party Negotiations
Coalitions, Competing Interests, and the CFO's Governance Framework
Concession Management
The Science of Giving and Getting β Sequencing, Packaging, and Discipline
The Negotiation Communication Protocol
How to Communicate During a Negotiation to Protect Leverage and Advance Outcomes
Negotiation Failures That Cost the CFO
Five Cases Where Inadequate Preparation Produced Material Financial Losses
Three Negotiation Case Studies
The Covenant Renegotiation, the Re-Priced Acquisition, and the Vendor Trap
Master Summary β 50 Concepts, Frameworks, and Diagnostic Index
The Complete CFO Negotiation Governance Reference