Value Creation Opportunity Assessment

This checklist helps negotiators systematically identify and evaluate opportunities for creating mutual value beyond traditional bargaining positions. Use it to transform standard negotiations into strategic value-creation partnerships.

1.       Economic Value Assessment

• • Map total cost of ownership impacts
    Analyze all direct and indirect costs associated with the deal, including implementation, maintenance, and operational expenses over time.

• • Evaluate scale economies potential
    Identify opportunities where combined volumes or shared resources could reduce costs or improve efficiency for both parties.

• • Assess risk-adjusted returns
    Calculate potential returns while considering various risk factors and mitigation strategies that could benefit both parties.

• • Identify resource optimization opportunities
    Look for ways to share or better utilize existing resources, infrastructure, or capabilities between parties.

2.      Strategic Value Analysis

• • Evaluate market access benefits
    Assess how the partnership could open new markets or customer segments for both parties.

• • Map innovation potential
    Identify areas where combining capabilities could lead to new products, services, or solutions.

• • Analyze knowledge acquisition opportunities
    Document specific areas where each party could learn from the other’s expertise or experience.

• • Review competitive positioning impact
    Evaluate how the partnership could strengthen both parties’ market positions.

3.      Relational Value Opportunities

• • Assess trust-building mechanisms
    Identify specific ways to build and maintain trust through aligned incentives and transparent processes.

• • Map knowledge-sharing potential
    Document specific areas and methods for effective knowledge transfer between organizations.

• • Evaluate cultural alignment opportunities
    Assess ways to strengthen organizational fit and develop shared values.

4.      Implementation Framework

• • Design contingent agreements
    Create flexible arrangements that adjust based on actual performance and outcomes.

• • Develop measurement metrics
    Establish clear KPIs to track and evaluate value creation over time.

• • Create feedback mechanisms
    Set up regular review processes to monitor progress and identify new opportunities.

5.      Long-term Value Sustainability

• • Plan capability development programs
    Design initiatives to build both organizations’ abilities to work together effectively.

• • Map ecosystem benefits
    Identify how the partnership could benefit broader industry or market networks.

• • Design reinvestment mechanisms
    Create systems for reinvesting generated value into strengthening the partnership.

6.      Risk Management

• • Identify value-protection measures
    Document specific steps to protect created value and intellectual property.

• • Create conflict resolution processes
    Establish clear procedures for addressing disagreements constructively.

• • Design adaptation mechanisms
    Develop systems to adjust the partnership as market conditions change.