Negotiations
Negotiation Preparation
We help prepare every important procurement negotiation: defining the goal, building argumentation, preparing BATNA, modelling scenarios and training the team. The result is confidence that you enter the negotiation room with an information advantage.
Negotiating advantage is not created at the table. It is created in the weeks of analysis that precede the meeting.
Problem
Where organisations get stuck
Insufficient preparation for key supplier negotiations
No negotiation structure and clear conversation goal
Weak position against well-prepared supplier representatives
Approach
How engagements work
- 01
Current position analysis and supplier starting point
- 02
Goals, BATNA and minimum requirements definition
- 03
Argumentation and counter-argumentation build
- 04
Negotiation simulation and debrief
Results
What changes operationally
- 01
Complete negotiation strategy with goals and concession limits
- 02
Factual argumentation and BATNA for each side
- 03
Practised conversation scenario and team ready to enter
Format
- Engagement format
- 1-5 day format; preparation workshops and simulation session.
- Capability area
- Negotiations
See also
Related areas
Should-Cost Analysis
Cost Intelligence
SPOT Analysis
Advisory
Supplier Negotiation Support
Negotiations
Let's talk about what this looks like in your organisation.