Prepare for Negotiations More Effectively
Better preparation leads to better outcomes.
Onsite Workshop
Negotiating with vendors can be difficult:
- Vendor contracts protect vendors and tend to be one-sided.
- Customer budgets are constrained, and hard choices have to be made.
- Winning a negotiation at all costs ignores the fact that the customer still has to work with the vendor after negotiations conclude.
Better preparation has a direct impact on negotiation results, including:
- An equitable division of money and risk.
- Better relationships internally and with the vendor.
- Increased vendor accountability.
Module 1: 12 Steps to Better Negotiation Preparation
The Purpose
- Improve negotiation preparation.
- Understand how to use the Info-Tech Before Negotiating Tool.
Key Benefits Achieved
- A scalable framework for negotiation preparation will be created.
- The Before Negotiating Tool will be configured for the customer’s environment.
| Activities: | Outputs: | |
|---|---|---|
| 1.1 | Establish specific negotiation goals and ranges. |
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| 1.2 | Identify and assess alternatives to a negotiated agreement. |
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| 1.3 | Identify and evaluate assumptions made by the parties. |
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| 1.4 | Conduct research. |
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| 1.5 | Identify and evaluate relationship issues. |
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| 1.6 | Identify and leverage the team structure. |
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| 1.7 | Identify and address leverage issues. |
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| 1.8 | Evaluate timeline considerations. |
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| 1.9 | Create a strategy. |
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| 1.10 | Draft a negotiation agenda. |
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| 1.11 | Draft and answer questions. |
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| 1.12 | Rehearse (informal and formal). |
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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.
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