---
id: "framework-dvb-lifecycle"
type: "framework"
source_timestamps: ["§ Don't Rely on Reactive Deal Reviews"]
tags: ["lifecycle", "board-management"]
related: ["concept-deal-value-board", "concept-consultation-funnel", "prereq-batna", "framework-effective-deal-review"]
steps: ["Early Stage: Manage stakeholder expectations and design a 'consultation funnel' to gather broad input.", "\\\"During Negotiations: Act as a problem-solving partner — push dealmakers to explore multiple value-creation paths", "identify cross-silo leverage points", "enable strategic trade-offs", "make internal adjustments/side deals", "and improve the BATNA.\\\"", "\\\"Late Stage: Help the organization make the final decision (take the deal or walk away to BATNA) with a small group of final decision-makers", "since broader concerns have already been addressed.\\\""]
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) Lifecycle

The evolving role of a [[concept-deal-value-board]] across the lifespan of a complex enterprise negotiation — three stages:

1. **Early stage** — manage stakeholder expectations and design the [[concept-consultation-funnel]] to gather broad input.
2. **During negotiations** — act as a problem-solving partner: push dealmakers to explore multiple value-creation paths, identify cross-silo leverage points, enable strategic trade-offs, make internal adjustments / [[concept-internal-side-deals|side deals]], and improve the [[prereq-batna|BATNA]].
3. **Late stage** — help the organization make the final call (take the deal or walk away to BATNA) with a *small* group of final decision-makers, because broader concerns were already addressed during the funnel.

This lifecycle operationalizes the [[framework-effective-deal-review]]. Its scaling risk is captured in [[question-board-bottleneck]].

**Enrichment / confidence:** Directly documented in the article; the value-creation and side-deal mechanics map to well-established issue-linkage and side-payment constructs.