​AN ORGANISATIONAL NEGOTIATION CAPABILTY DEVELOPMENT​

​Business professionals endlessly negotiate with clients, suppliers and/or internal stakeholders. The outcome of any single negotiation may not have a significant impact on businesses’ fortunes, but the hundreds of negotiations a typical company undertakes have in combination an enormous impact on its strategy and its bottom line.​

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Many C-level executives would agree that achieving better negotiated results is of key priority for their organisations.  Yet many of these organisations fail to implement a measurable and systematic approach to commercial negotiations and deal making in general. One of the most powerful mechanisms available to accelerate the achievement of your organisational growth objectives is optimising your organisation’s negotiation efforts. With the changing nature and importance of negotiations, organisations must develop negotiation as an organisational capability in order to consistently achieve strong negotiated results. Most organisations have no choice but to implement negotiation strategies and processes that are similar in nature and design, though.​

Our negotiating approach and methodology is largely focused on helping companies instil the best in class negotiation capability across the enterprise, form and manage successful and profitable business relationships and on improving the value of their sales & supplier negotiations and relationships. Organisations that seek to create a sustainable profit growth and to unlock maximum competitive advantage can benefit from our unique expertise and insights into turning an individual negotiation competency into an organisational negotiation capability.

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Below you will find some of the reasons that underpin the establishment of a strategic organisational negotiation capability:

  - Deals are becoming more complex – it’s not just about agreeing on price or closing a deal anymore.
  - Competitive behaviour in the marketplace is increasingly becoming more irrational.

  - Relationships and agreements are becoming increasingly long-term. Organisations must see a negotiation as a relationship management tool.

  - There is a significant amount of internal negotiations occurring with organisations – a strategic approach to negotiations provides organisations with common

    negotiation infrastructure, tools and strategies.

If approached circumspectly and applied wisely, the investment associated with the establishment of an organisational negotiation capability will deliver spectacular returns that will entrench competitive differentiation and superior stakeholder returns. Knowing that negotiation competency across your entire organisation can make your sales, purchasing, operations and other functions more effective and profitable what stops you from building an organisation wide negotiation capability?

 

Contact us to discuss how an organisational or divisional (sales/purchasing) negotiation capability can help you to gain a sustainable competitive advantage and increase shareholder value.

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​DEAL SPECIFIC CONSULTING​
As the trusted advisor to world’s leading organisations we provide unparalleled insights and expertise to address problems and challenges that matter to our Clients. No matter what your commercial negotiation problem, we will be able to assist you in applying negotiation best and leading practices to ensure that your risks are minimised and your odds on the successful achievement of your objectives are maximised.

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In support of your current or forthcoming negotiation we are able to provide you with advice, preparation and engagement toolset and processes to help you negotiate optimal outcome. We will help you define the most appropriate negotiation strategy, deal objectives, concession strategy and all factors that are critical to your success. To help you navigate through different stages in negotiation with confidence, once all the preparation is done, we will assist you with crafting compelling messages and influencing strategies. We will provide you or your team with strategies to help you achieve the intended value of the contract and the relationship.

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PREPARATION SUPPORT - THE BUSINESS NEGOTIATION WORKOUT PROGRAMME -

​The Business Negotiation Workout Programme (BNWP) has been specifically designed to assist individuals and organisations to prepare for and navigate through strategic and/or high value business negotiations. The BNWP draws on our considerable practical experience in consulting to commercial deals. The BNWP is a systematic engagement model that harnesses both best- and leading practices within the realm of commercial negotiations.

Typical negotiation scenarios for the deployment of the BNWP:
• Renegotiation of a long term existing agreement
• High-stake negotiation involving new counterparties
• Complex, multi-party, long term negotiations
• Cross cultural negotiations
• Negotiating with tactical counterparts
• Negotiating customized regional Service Level Agreements across the globe.​

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Whether it’s about price negotiation, a sole supplier situation, a competitive tender, a complex contract or implementation project we will provide your team with an exceptionally effective negotiation toolset to help them mitigate negotiation related challenges, prepare effectively and achieve the ultimate point of the deal and sustainable and profitable revenue growth.