---
id: "concept-deal-value-board"
type: "concept"
source_timestamps: ["§ Don't Rely on Reactive Deal Reviews"]
tags: ["organizational-structure", "value-creation", "cross-silo"]
related: ["concept-internal-side-deals", "action-implement-dvb", "framework-dvb-lifecycle", "concept-consultation-funnel", "framework-effective-deal-review"]
definition: "A proactive, cross-functional committee designed to support negotiators by providing enterprise-wide visibility, identifying strategic trade-offs, and facilitating internal side deals to maximize overall deal value."
confidence: "high"
sources: ["ecosystem"]
sourceVaultSlug: "hbr-seg-ecosystem"
originDay: 11
articleStem: "hbr-nm-103-big-companies-negotiate-deals"
sourceUrl: "https://hbr.org/2026/01/why-big-companies-struggle-to-negotiate-great-deals"
sourceTitle: "Why Big Companies Struggle to Negotiate Great Deals"
---
# Deal Value Board (DVB)

A **Deal Value Board (DVB)** is the reimagined successor to the traditional **Deal Review Board (DRB)**. Where DRBs are reactive bodies that parcel out incremental concessions and enforce compliance, a DVB is **proactive, cross-silo, and value-focused**.

Its two primary functions:
1. **Overcome the lack of enterprise visibility** — e.g., connecting disparate negotiations with the *same supplier* across different directorates.
2. **Expand the scope of negotiations** — acting as a problem-solving partner during talks, identifying cross-silo leverage points and facilitating [[concept-internal-side-deals]] to compensate parts of the organization that might otherwise block a holistic enterprise solution.

The DVB runs the [[concept-consultation-funnel]], operates across the [[framework-dvb-lifecycle]], and embodies the [[framework-effective-deal-review]]. The rollout move is [[action-implement-dvb]]; the open scaling concern is [[question-board-bottleneck]].

**Enrichment / confidence:** DVBs and internal side deals are a novel *branding* of widely studied negotiation mechanisms — issue linkage and side payments from international-relations and coalition literature — applied to internal governance. Corporate analogues include shadow pricing, internal transfer pricing, and budget reallocations to offset local losses for global gains. Backed by the article's qualitative examples rather than large-sample data.


## Related across articles
- [[framework-cvc-boundary-management]]
- [[concept-internal-side-deals]]