Deal Negotiation Tracking

This drill instruments the full multi-year deal negotiation lifecycle so every proposal, counter-offer, concession, and outcome is tracked. The data feeds the threshold engine at Smoke/Baseline and the autonomous optimization loop at Durable.

Input

• PostHog project with API access
• Attio CRM with deals pipeline
• n8n instance for webhook-based event capture
• At least 1 deal in active multi-year negotiation

Steps

1. Define the negotiation event schema

Using posthog-custom-events, create the following events:

| Event | When to Fire | Key Properties | |-------|-------------|----------------| | multiyear_proposal_generated | Agent generates deal term options | deal_id, options_count, target_tcv, max_discount_pct, term_years_target | | multiyear_proposal_sent | Comparison doc or proposal delivered to prospect | deal_id, delivery_channel (email/call/in_person), options_presented, anchor_option_tcv | | multiyear_counter_received | Prospect responds with counter-terms | deal_id, requested_discount_pct, requested_term_years, requested_payment_schedule, counter_type (discount/term/payment/scope) | | multiyear_concession_made | Seller adjusts terms in response to counter | deal_id, concession_type, concession_value, concession_number (1st, 2nd, 3rd), remaining_to_floor | | multiyear_deal_closed_won | Multi-year deal signed | deal_id, final_term_years, final_annual_price, final_tcv, final_discount_pct, payment_schedule, incentives_included, negotiation_rounds, days_to_close | | multiyear_deal_closed_lost | Multi-year negotiation fails | deal_id, lost_reason (reverted_to_annual/competitor/no_decision/budget/timing), best_offer_tcv, negotiation_rounds | | multiyear_deal_reverted_annual | Prospect chose annual instead of multi-year | deal_id, annual_acv, foregone_tcv, revert_reason |

2. Set up Attio custom attributes

Using attio-custom-attributes, add these fields to the Deal object:

• multi_year_status: Enum (not_proposed, proposed, negotiating, closed_won, closed_lost, reverted_annual)
• proposed_term_years: Number
• proposed_discount_pct: Number
• final_term_years: Number
• final_discount_pct: Number
• final_tcv: Currency
• negotiation_rounds: Number
• concessions_made: Number
• days_in_negotiation: Number
• anchor_to_close_ratio: Number (final TCV / initial anchor TCV — measures how much you gave away)

3. Build the negotiation funnel in PostHog

Using posthog-funnels, create a saved funnel:

multiyear_proposal_generated -> multiyear_proposal_sent -> multiyear_counter_received -> multiyear_deal_closed_won

With breakdown by:

• term_years_target (do 2-year or 3-year proposals win more?)
• delivery_channel (does presenting in-person close better than email?)
• concession_number (how many rounds of negotiation is typical?)

Create a second funnel for loss analysis: multiyear_proposal_sent -> multiyear_deal_closed_lost Breakdown by lost_reason to identify the most common failure modes.

4. Build the n8n sync workflow

Using n8n-workflow-basics and n8n-triggers, create a bidirectional sync:

Attio -> PostHog: When a deal's multi_year_status changes in Attio, fire the corresponding PostHog event with all deal properties. This handles cases where deal updates happen manually in the CRM.

PostHog -> Attio: When negotiation events fire in PostHog (e.g., from an agent workflow), update the deal record in Attio. Keep both systems in sync.

Computed metrics: After each multiyear_deal_closed_won event, compute and store:

• anchor_to_close_ratio = final_tcv / anchor_option_tcv
• days_in_negotiation = days between proposal_sent and deal_closed
• discount_efficiency = final_discount_pct / negotiation_rounds (discount given per round — lower is better)

5. Create the negotiation summary view

Using posthog-funnels, create a dashboard insight showing:

• Multi-year proposal rate (proposals generated / total deals at Proposed stage)
• Multi-year close rate (closed won / proposals sent)
• Average TCV for multi-year deals
• Average discount given
• Average negotiation duration (days)
• Anchor-to-close ratio distribution
• Win rate by term length (2-year vs 3-year)

Output

• Full event schema for multi-year negotiation lifecycle
• Attio custom attributes for deal-level negotiation tracking
• PostHog funnels for win/loss analysis
• Bidirectional n8n sync between Attio and PostHog
• Dashboard insights for negotiation performance

Triggers

Event schema is set up once. Events fire in real-time as negotiation progresses. Dashboard updates continuously. Run the setup steps before the first multi-year proposal is sent.