Discover how choice architecture transformed a complex B2B deal negotiation into a win-win outcome for a growing tech firm

A fast-growing B2B SaaS company had been trying to close a large-scale software licensing deal with a retail chain for over 4 months—without success. The problem wasn’t the product. It was decision paralysis on the client’s side.

Our team stepped in to facilitate the negotiation process using behavioral choice architecture. We restructured the proposal into three clear packages, each anchored by psychological cues:

Decoy pricing to drive preference toward mid-tier value

Loss aversion framing for delayed onboarding

Highlighting social proof and industry trust signals in the presentation

We also profiled the two key decision-makers using a personality strengths framework. One responded better to risk-managed logic, while the other needed emotional reassurance and peer validation.

The result?

✅ The deal closed within 9 days

✅ The client opted for the premium package after initially resisting even the basic plan

> The strategy wasn’t about pushing harder—it was about presenting smarter.

Struggling to close a deal that should’ve already happened?

Let us help you reframe the pitch using psychology that works