# Negotiate and close the deal

> A process map exported from forks.world (https://forks.world). Author: Brian. Source: https://forks.world/p/cmv0ie78x002rjw06p82yefml
> It describes who does what, in what order, and with which technology. Read the plain-language sections first; the JSON at the end is the exact, complete data.

## Summary

- 21 steps across 2 layers
- Persona: Account executive, The buyer, Sales manager, Legal
- Technology / systems: CRM

## Pain points

Where this process hurts, worst first:

- **Redline and agree the contract terms** (Negotiate and close the deal; critical): Legal redlines add two weeks to the deal
- **Satisfied?** (Negotiate and close the deal; painful): Deals go silent and nobody notices for a month

## How to read this file

- A process is made of **layers**. The main layer is the top level; any step of kind `subprocess` opens a detail layer with its own lanes and steps.
- **Lanes** are either persona (people/roles) or technology (systems). Each step belongs to one lane; `using` lists tools a person uses for that step.
- Step kinds: `start`, `task`, `decision` (its arrows carry the answer as a label), `subprocess`, `end`.

## Negotiate and close the deal

Lanes:
- Account executive: person / role (id `ae`)
- The buyer: person / role (id `buyer`)
- Sales manager: person / role (id `mgr`)
- Legal: person / role (id `legal`)
- CRM: technology / system (id `crm`)

Steps, in the order they run:

1. **Says: we like it, but...** [start; The buyer; id `n1`]
   - then Find the real objection: price, timing, risk or a stakeholder
2. **Find the real objection: price, timing, risk or a stakeholder** [task; Account executive; id `n2`]
   - then Is it about price?
3. **Is it about price?** [decision; Account executive; id `n3`]
   - if "Yes" go to Trade, don't cut: discount only in return for something; if "No" go to Answer risk or timing with proof, a pilot or a phased start
4. **Trade, don't cut: discount only in return for something** [task; Account executive; id `n4`]
   - then Satisfied?
5. **Satisfied?** [decision; The buyer; id `n6`] ⚠ PAIN POINT (painful): Deals go silent and nobody notices for a month
   - if "Yes" go to Confirm the final terms in writing; if "No — new objection" go to Find the real objection: price, timing, risk or a stakeholder; if "Goes silent" go to Closed-lost with a reason; check back in 90 days
6. **Confirm the final terms in writing** [task; Account executive; id `n7`]
   - then Does legal need to review the paperwork?
7. **Does legal need to review the paperwork?** [decision; Legal; id `n8`]
   - if "Yes" go to Redline and agree the contract terms; if "No" go to Contract and order form ready
8. **Redline and agree the contract terms** [subprocess; Legal; id `n9`] ⚠ PAIN POINT (critical): Legal redlines add two weeks to the deal, opens the detail layer "Contract redlines"
   - then Contract and order form ready
9. **Contract and order form ready** [task; Account executive; id `n10`], using CRM
   - then Signs
10. **Signs** [task; The buyer; id `n11`]
   - then Mark closed-won
11. **Mark closed-won** [task; Account executive; id `n12`], using CRM
   - then Deal review: what worked?
12. **Deal review: what worked?** [end; Sales manager; id `n13`]
13. **Closed-lost with a reason; check back in 90 days** [end; Account executive; id `n14`], using CRM
14. **Answer risk or timing with proof, a pilot or a phased start** [task; Account executive; id `n5`]
   - then Satisfied?

```mermaid
flowchart LR
  subgraph l_ae["Account executive"]
    n_n2["Find the real objection: price, timing, risk or a stakeholder"]
    n_n3{"Is it about price?"}
    n_n4["Trade, don't cut: discount only in return for something"]
    n_n5["Answer risk or timing with proof, a pilot or a phased start"]
    n_n14(["Closed-lost with a reason; check back in 90 days"])
    n_n7["Confirm the final terms in writing"]
    n_n10["Contract and order form ready"]
    n_n12["Mark closed-won"]
  end
  subgraph l_buyer["The buyer"]
    n_n1(["Says: we like it, but..."])
    n_n6{"Satisfied?"}
    n_n11["Signs"]
  end
  subgraph l_mgr["Sales manager"]
    n_n13(["Deal review: what worked?"])
  end
  subgraph l_legal["Legal"]
    n_n8{"Does legal need to review the paperwork?"}
    n_n9[["Redline and agree the contract terms"]]
  end
  n_n1 --> n_n2
  n_n2 --> n_n3
  n_n3 -->|"Yes"| n_n4
  n_n3 -->|"No"| n_n5
  n_n4 --> n_n6
  n_n5 --> n_n6
  n_n6 -->|"Yes"| n_n7
  n_n6 -->|"No — new objection"| n_n2
  n_n6 -->|"Goes silent"| n_n14
  n_n7 --> n_n8
  n_n8 -->|"Yes"| n_n9
  n_n8 -->|"No"| n_n10
  n_n9 --> n_n10
  n_n10 --> n_n11
  n_n11 --> n_n12
  n_n12 --> n_n13
```

### Contract redlines (detail of step "Redline and agree the contract terms")

Lanes:
- The buyer: person / role (id `buyer`)
- Legal: person / role (id `legal`)

Steps, in the order they run:

1. **Sends its edits** [start; The buyer; id `r1`]
   - then Compare against our standard terms
2. **Compare against our standard terms** [task; Legal; id `r2`]
   - then Any risky change?
3. **Any risky change?** [decision; Legal; id `r3`]
   - if "Yes" go to Propose compromise language; if "No" go to Accept the clause
4. **Propose compromise language** [task; Legal; id `r4`]
   - then Agrees?
5. **Agrees?** [decision; The buyer; id `r6`]
   - if "Yes" go to Accept the clause; if "No — another round" go to Propose compromise language
6. **Accept the clause** [task; Legal; id `r5`]
   - then Final version agreed
7. **Final version agreed** [end; Legal; id `r7`]

```mermaid
flowchart LR
  subgraph l_buyer["The buyer"]
    n_r1(["Sends its edits"])
    n_r6{"Agrees?"}
  end
  subgraph l_legal["Legal"]
    n_r2["Compare against our standard terms"]
    n_r3{"Any risky change?"}
    n_r4["Propose compromise language"]
    n_r5["Accept the clause"]
    n_r7(["Final version agreed"])
  end
  n_r1 --> n_r2
  n_r2 --> n_r3
  n_r3 -->|"Yes"| n_r4
  n_r3 -->|"No"| n_r5
  n_r4 --> n_r6
  n_r6 -->|"Yes"| n_r5
  n_r6 -->|"No — another round"| n_r4
  n_r5 --> n_r7
```

## Full data (JSON)

```json
{
  "title": "Negotiate and close the deal",
  "maps": {
    "m_root": {
      "id": "m_root",
      "lanes": [
        {
          "id": "ae",
          "name": "Account executive",
          "type": "person"
        },
        {
          "id": "buyer",
          "name": "The buyer",
          "type": "person"
        },
        {
          "id": "mgr",
          "name": "Sales manager",
          "type": "person"
        },
        {
          "id": "legal",
          "name": "Legal",
          "type": "person"
        },
        {
          "id": "crm",
          "name": "CRM",
          "type": "system"
        }
      ],
      "steps": [
        {
          "id": "n1",
          "kind": "start",
          "lane": "buyer",
          "next": [
            {
              "to": "n2"
            }
          ],
          "uses": [],
          "label": "Says: we like it, but..."
        },
        {
          "id": "n2",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "n3"
            }
          ],
          "uses": [],
          "label": "Find the real objection: price, timing, risk or a stakeholder"
        },
        {
          "id": "n3",
          "kind": "decision",
          "lane": "ae",
          "next": [
            {
              "to": "n4",
              "label": "Yes"
            },
            {
              "to": "n5",
              "label": "No"
            }
          ],
          "uses": [],
          "label": "Is it about price?"
        },
        {
          "id": "n4",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "n6"
            }
          ],
          "uses": [],
          "label": "Trade, don't cut: discount only in return for something"
        },
        {
          "id": "n5",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "n6"
            }
          ],
          "uses": [],
          "label": "Answer risk or timing with proof, a pilot or a phased start"
        },
        {
          "id": "n6",
          "kind": "decision",
          "lane": "buyer",
          "next": [
            {
              "to": "n7",
              "label": "Yes"
            },
            {
              "to": "n2",
              "label": "No — new objection"
            },
            {
              "to": "n14",
              "label": "Goes silent"
            }
          ],
          "pain": {
            "note": "Deals go silent and nobody notices for a month",
            "level": 2
          },
          "uses": [],
          "label": "Satisfied?"
        },
        {
          "id": "n14",
          "kind": "end",
          "lane": "ae",
          "next": [],
          "uses": [
            "crm"
          ],
          "label": "Closed-lost with a reason; check back in 90 days"
        },
        {
          "id": "n7",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "n8"
            }
          ],
          "uses": [],
          "label": "Confirm the final terms in writing"
        },
        {
          "id": "n8",
          "kind": "decision",
          "lane": "legal",
          "next": [
            {
              "to": "n9",
              "label": "Yes"
            },
            {
              "to": "n10",
              "label": "No"
            }
          ],
          "uses": [],
          "label": "Does legal need to review the paperwork?"
        },
        {
          "id": "n9",
          "kind": "subprocess",
          "lane": "legal",
          "next": [
            {
              "to": "n10"
            }
          ],
          "pain": {
            "note": "Legal redlines add two weeks to the deal",
            "level": 3
          },
          "uses": [],
          "child": "m_redline",
          "label": "Redline and agree the contract terms"
        },
        {
          "id": "n10",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "n11"
            }
          ],
          "uses": [
            "crm"
          ],
          "label": "Contract and order form ready"
        },
        {
          "id": "n11",
          "kind": "task",
          "lane": "buyer",
          "next": [
            {
              "to": "n12"
            }
          ],
          "uses": [],
          "label": "Signs"
        },
        {
          "id": "n12",
          "kind": "task",
          "lane": "ae",
          "next": [
            {
              "to": "n13"
            }
          ],
          "uses": [
            "crm"
          ],
          "label": "Mark closed-won"
        },
        {
          "id": "n13",
          "kind": "end",
          "lane": "mgr",
          "next": [],
          "uses": [],
          "label": "Deal review: what worked?"
        }
      ],
      "title": "Negotiate and close the deal",
      "parent": null
    },
    "m_redline": {
      "id": "m_redline",
      "lanes": [
        {
          "id": "buyer",
          "name": "The buyer",
          "type": "person"
        },
        {
          "id": "legal",
          "name": "Legal",
          "type": "person"
        }
      ],
      "steps": [
        {
          "id": "r1",
          "kind": "start",
          "lane": "buyer",
          "next": [
            {
              "to": "r2"
            }
          ],
          "uses": [],
          "label": "Sends its edits"
        },
        {
          "id": "r2",
          "kind": "task",
          "lane": "legal",
          "next": [
            {
              "to": "r3"
            }
          ],
          "uses": [],
          "label": "Compare against our standard terms"
        },
        {
          "id": "r3",
          "kind": "decision",
          "lane": "legal",
          "next": [
            {
              "to": "r4",
              "label": "Yes"
            },
            {
              "to": "r5",
              "label": "No"
            }
          ],
          "uses": [],
          "label": "Any risky change?"
        },
        {
          "id": "r4",
          "kind": "task",
          "lane": "legal",
          "next": [
            {
              "to": "r6"
            }
          ],
          "uses": [],
          "label": "Propose compromise language"
        },
        {
          "id": "r6",
          "kind": "decision",
          "lane": "buyer",
          "next": [
            {
              "to": "r5",
              "label": "Yes"
            },
            {
              "to": "r4",
              "label": "No — another round"
            }
          ],
          "uses": [],
          "label": "Agrees?"
        },
        {
          "id": "r5",
          "kind": "task",
          "lane": "legal",
          "next": [
            {
              "to": "r7"
            }
          ],
          "uses": [],
          "label": "Accept the clause"
        },
        {
          "id": "r7",
          "kind": "end",
          "lane": "legal",
          "next": [],
          "uses": [],
          "label": "Final version agreed"
        }
      ],
      "title": "Contract redlines",
      "parent": {
        "map": "m_root",
        "step": "n9"
      }
    }
  }
}
```