How Systems Create Successful Deals: Process-Driven Negotiation With Corey Kupfer

Corey Kupfer

In this episode of the System Simplified podcast, Adi Klevit interviews Corey Kupfer, a seasoned dealmaker, negotiation strategist, and attorney with over 35 years of experience. Corey is the founder and principal of Kupfer & Associates, the founder of DealQuest, and the author of the Amazon bestseller Authentic Negotiating. He joins Adi to discuss how processes and internal systems support deal flow, negotiation success, and long-term business value. With energy, clarity, and deep insight, Corey shares his journey, frameworks, and systems that every entrepreneur should know.

Here’s a glimpse of what you’ll learn:

[03:22] Systems that support dealmaking: from due diligence to legal documentation
[05:39] Why building a data room early can save your deal
[07:13 Using checklists for legal and internal training consistency
[12:16] The three-part framework for authentic negotiating: clarity, detachment, and equilibrium
[14:32] How to walk away from a deal from a place of strength
[18:04] Why internal mindset and systems matter more than tactics

In this episode:

What makes some dealmakers stand out while others struggle to close? According to Corey Kupfer, the difference is often systems—both internal and external.

In this conversation, Corey unpacks his process-driven approach to negotiating deals. He explains how systems such as due diligence templates, internal training guides, and centralized data rooms not only streamline transactions but also add enterprise value and buyer confidence. Beyond the tangible tools, Corey emphasizes mindset systems. His framework of Clarity, Detachment, and Equilibrium helps negotiators operate from a place of strength and authenticity rather than ego or fear. Whether you’re preparing to sell, acquire, or simply lead with more confidence, this episode delivers essential takeaways on systemizing deal success.

Resources mentioned in this episode:

Quotable Moments:

"Time kills all deals—systems keep them alive."
"Clarity is knowing what you want. Detachment is being okay either way. Equilibrium keeps you calm in the storm."
"You’re either operating from ego and fear or from internal alignment."
"Most of the value from systems comes even before you think about selling."
"A checklist is not just for quality control—it's a training tool."

Action Steps:

Create a digital data room to store legal, financial, and operational documents
Use due diligence templates and checklists to speed up the deal process
Develop internal training guides based on your client processes
Apply Corey’s framework: clarify your goals, remain detached, and stay grounded in negotiations
Invest in systems today to avoid scrambling when it's time to exit or scale

Sponsor for this episode:

This episode is brought to you by Business Success Consulting Group.

At Business Success Consulting Group, we create custom processes and tailor-made management systems so businesses can thrive.

Businesses simply can’t survive without workable systems and well-documented processes. That’s why our team of experienced professionals takes care of it for you.

We provide business owners, entrepreneurs, and key executives with six phases to success, along with the long-lasting systems necessary to support business expansion.

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