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Evaluate and Learn From Your Negotiation Sessions More Effectively

Better feedback leads to better negotiations.

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Five anonymous contributors

Your Challenge

  • Forty-eight percent of CIOs believe their budgets are inadequate.
  • CIOs and IT departments are getting more involved with negotiations to reduce costs and risk.
  • Confident negotiators tend to be more successful, but even confident negotiators have room to improve.
  • Skilled negotiators are in short supply.

Our Advice

Critical Insight

  • Improving your negotiation skills requires more than practice or experience (i.e. repeatedly negotiating).
  • Creating and updating a negotiations lessons-learned library helps negotiators improve and provides a substantial return for the organization.
  • Failure is a great teacher; so is success … but you have to pay attention to indicators, not just results.

Impact and Result

Addressing and managing the negotiation debriefing process will help you:

  • Improve negotiation skills.
  • Implement your negotiation strategy more effectively.
  • Improve negotiation results.

Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should create and follow a scalable process for preparing to negotiate with vendors, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

1. Negotiations continuing

This phase will help you debrief after each negotiation session and identify the parts of your strategy that must be modified before your next negotiation session.

2. Negotiations completed

This phase will help you conduct evaluations at three critical points after the negotiations have concluded.

Guided Implementations

This guided implementation is a six call advisory process.

Guided Implementation #1 - Negotiations continuing

Call #1 - Review the negotiation session evaluation process and template.
Call #2 - Discuss how to translate the data from the negotiation session evaluation into next steps.
Call #3 - Revisit the preparation and implementation stages of the negotiation process in anticipation of the next negotiation session.

Guided Implementation #2 - Negotiations completed

Call #1 - Review the (a) value and nature of the first post mortem after negotiations have concluded, and (b) the first post-mortem tool.
Call #2 - Discuss the why and how of conducting a negotiation assessment as the “project” is being implemented.
Call #3 - Examine the second post-mortem template and understand how to leverage the assessments for future  negotiations.
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