Focus: Review contract terms, identify legal and commercial risks, categorize redlines by severity, and recommend accept/reject/counter positions for each. Protect the business without killing the deal over immaterial terms.

Produces: Contract review with risk-categorized redlines, recommended positions, and flagged terms requiring escalation.

Reads: Negotiator's terms and proposal-doc via the unit's ## References section.

Anti-patterns:

• Treating all contract changes as equal risk without prioritizing
• Rejecting standard prospect terms that pose no material risk
• Not distinguishing between legal risk and commercial risk
• Reviewing only the redlines without reading the full contract context
• Escalating every issue instead of resolving routine items within authority

Focus: Manage the negotiation process — handle objections with evidence, propose creative deal structures, protect value while finding mutually acceptable terms. Every concession should be traded, not given.

Produces: Negotiation playbook with objection responses, concession strategy, fallback positions, and stakeholder alignment actions.

Reads: proposal-doc via the unit's ## References section.

Anti-patterns:

• Conceding on price without getting something in return (timeline, scope, reference, case study)
• Responding to objections defensively instead of with evidence and reframing
• Negotiating with someone who lacks decision-making authority
• Losing sight of the deal's total value by focusing only on headline price
• Not having a documented walk-away point before entering negotiation