Prepare like a pro
Set yourself up before the negotiation starts. Define your BATNA, understand the ZOPA, and map what matters most to the other side.
The immediate impactEnter every negotiation with clarity, confidence and leverage.
Masterclass
The Negotiation Masterclass for founders
As a founder, you negotiate every day: with customers, investors and hires. This hands-on workshop gives you practical tools and proven tactics to negotiate with structure and confidence, all grounded in the science of negotiation.
Up to 15 foundersper cohort
Two half-days9:00 AM to 1:30 PM
Tel Avivin person
$4,999per founder
What you'll learn
Negotiate with a method, not a feeling
In the early stages, every negotiation shapes your company. Better skills do more than protect value. They create it.
Navigate complex deals with confidence
Master the structure of high-stakes negotiations. Manage offers, concessions and conversations while protecting value.
The immediate impactGet better terms and avoid costly mistakes in SaaS contracts, hiring and investor deals.
Apply proven negotiation frameworks
Use the science of negotiation in SaaS contracts, procurement and investor conversations, with tools like MESOs and contingent agreements.
The immediate impactCapture more value from every deal.
What we cover
Six sessions on real founder negotiations
Preparation is 50% of success
Define your BATNA, reservation price and target price, understand the ZOPA, and map the other side's priorities, so you enter the conversation with confidence.
Working with procurement teams
Understand procurement's goals, tactics and constraints, and learn how to manage their process while protecting your terms and value.
Smart opening offers and concessions
How to frame your first offer, avoid common traps, and give concessions strategically, keeping momentum without weakening your position.
Creating value with advanced techniques
Use MESOs (multiple equivalent simultaneous offers), contingent agreements and post-settlement strategies to unlock hidden value on both sides.
Navigating complex SaaS contracts
The key components of enterprise SaaS deals, from pricing and payment terms to SLAs, liability, renewals and data security, and where to negotiate.
Avoiding common founder mistakes
The pitfalls most founders face, from misreading investor tactics to over-conceding, and how to handle high-stakes conversations.
Program details
The Negotiation Masterclass
Tel Aviv
- Up to 15 founders
- Two condensed half-days, 9:00 AM to 1:30 PM
Next cohort
To be announced
$4,999
RAZ VICERABINFounder, WINGS
Your guide
Learn negotiation from someone who does it
- Started his negotiation journey as a criminal interrogator in the IDF, learning to read people, build trust and drive conversations toward outcomes under extreme pressure.
- In tech, negotiated multi-million-dollar deals with some of the world's biggest brands, including Walmart, Airbnb, PlayStation, American Express and LinkedIn.
- A Kellogg-Recanati MBA graduate who studied negotiation under Professor Leigh Thompson, author of “Negotiating the Sweet Spot”.
- Lectures on B2B sales and negotiation at Reichman and Bar-Ilan Universities.
FAQ
Negotiation Masterclass: FAQ
What is the Negotiation Masterclass?
A hands-on workshop for early-stage founders, grounded in the science of negotiation. It covers preparation, opening offers and concessions, procurement, SaaS contracts and the mistakes founders make most.
What will I be able to do after it?
Prepare properly for any negotiation, with a clear BATNA, reservation price and target. Structure offers and concessions, and use tools like MESOs and contingent agreements to get better terms.
Is it only about customer deals?
No. Founders negotiate with customers, investors and hires. The masterclass covers SaaS contracts and procurement, and also hiring and investor conversations.
How long is it, where, and what does it cost?
Two condensed half-days, 9:00 AM to 1:30 PM, in person in Tel Aviv, with up to 15 founders. The price is $4,999. The next cohort date is to be announced.
Can I work on negotiation privately instead?
Yes. Negotiation strategy is one of the areas covered in 1:1 Sales Consulting, using your own real deals.
Let's talk. See if WINGS is right for you.
A short conversation about where you are, what you're trying to achieve, and whether one of the WINGS programs can help.
- Tell me where you are today and what you're working toward.
- I'll share how WINGS works and what I think could be relevant.
- We'll see if there's a fit. No pressure.
Prefer email? Write to raz@sales-wings.com
Book an intro call
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