Implement Your Negotiation Strategy More Effectively
Better implementation leads to better outcomes.
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Negotiating with vendors can be difficult:
- Negotiation preparations, plans, and strategies can be undone during negotiations.
- Vendors may have dedicated negotiation teams or teams with more experience.
- Success is often measured in a binary fashion only – did we sign the agreement or not?
Negotiation skills and outcomes can be improved:
- Costs and risk can be reduced.
- More negotiation objectives can be achieved.
- The degree of success can be quantified.
- Vendor relationships can be enhanced.
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Onsite Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn’t enough, we offer low-cost onsite delivery of our Project Workshops. We take you through every phase of your project and ensure that you have a road map in place to complete your project successfully.
Book NowModule 1: 12 Steps to Better Negotiation Preparation
The Purpose
- Improve negotiation skills and outcomes.
- Understand how to use the Info-Tech During Negotiations Tool.
Key Benefits Achieved
- A better understanding of the subtleties of the negotiation process and an identification of where the negotiation strategy can go awry.
- The During Negotiation Tool will be reviewed and configured for the customer’s environment (as applicable).
| Activities: | Outputs: | |
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| 1.1 | Manage six key items during the negotiation process. |
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| 1.2 | Set the right tone and environment for the negotiation. |
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| 1.3 | Focus on improving three categories of intangibles. |
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| 1.4 | Improve communication skills to improve negotiation skills. |
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| 1.5 | Customize your negotiation approach to interact with different personality traits and styles. |
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| 1.6 | Maximize the value of your discussions by focusing on seven components. |
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| 1.7 | Understand the value of impasses and deadlocks and how to work through them. |
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| 1.8 | Use concessions as part of your negotiation strategy. |
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| 1.9 | Identify and defeat common vendor negotiation ploys. |
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| 1.10 | Review progress and determine next steps. |
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