• Share
  • Email
  • Embed
  • Like
  • Save
  • Private Content
Client Negotiation Skills:  Securing the Best Possible Deal
 

Client Negotiation Skills: Securing the Best Possible Deal

on

  • 2,786 views

Congratulations… you won the business! Well, almost. Now you must begin the fee and contract negotiations. Does this process give you stress akin to a day-long root canal? ...

Congratulations… you won the business! Well, almost. Now you must begin the fee and contract negotiations. Does this process give you stress akin to a day-long root canal?

The Gap Partnership is a global firm that specializes in negotiation consulting. In this session, they will provide cutting-edge strategies and tools that you can apply to secure the best possible outcome from your next client negation. Areas covered will include:
Getting inside the head of your client (marketing & procurement).
Planning your negotiation strategy and tactics.
Understanding competitive and collaborative negotiations (and when each is appropriate).
The Gap Partnership trains and consults with some of the most sophisticated negotiators and will use real-world examples from their work.

Statistics

Views

Total Views
2,786
Views on SlideShare
2,707
Embed Views
79

Actions

Likes
1
Downloads
84
Comments
0

5 Embeds 79

http://belajarnegosiasi.blogspot.com 60
http://www.mirren.org 11
http://www.slideshare.net 5
https://www.mirren.org 2
http://www.bulldogtavern.com 1

Accessibility

Categories

Upload Details

Uploaded via as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    Client Negotiation Skills:  Securing the Best Possible Deal Client Negotiation Skills: Securing the Best Possible Deal Presentation Transcript

    • Securing  the  Best  Deal  Possible   Simon  Brocklehurst  
    • Pic:  Success  (sport)  
    • Pic:  stop  sign  
    • Development Advice Tac/cal  advice   Behavior Behavioral  planning   Behavioral  Training   Coaching   Nego/a/ng   Strategy Strategy  planning   Strategic  Training   Nego=a=ng  
    • Pic:  drill  sergeant  
    • Pic:  dance  
    • Nego=a=on   Is  where  two  par/es    resolve  differences     to  reach  agreement  
    • Commercial  Nego=a=on   Is  where  the  buyer  wants  to  buy     and  the  seller  wants  to  sell     and  the  basis  of  the  business     needs  agreeing  
    • 2  people  siAng  down  
    • NEGOTIATION STRATEGY BEHAVIOR PREPARATION
    • 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 Opening position Buyer’s break point Buyer - Client Can’t do Bargaining range Can’t do Seller - Agency Seller’s break point Opening position
    • ?  
    • Collaborative Competitive
    • Restaurant  
    • Outcomes   Price  Solu/on  –  e.g.    Owner  refunds  cash   Price  +  solu/on  –  e.g.  Owner  refunds  some  cash  +   offers  future  discount   Crea/ve  solu/on  –  e.g.  Owner  creates  a  ‘gold  card’   scheme:  all  future  visits  early  week  at  -­‐10%  
    • Collaborative Competitive
    • Low  cost,  high  value  -­‐  in  their   terms   In Cost return In Cost return
    • Time Unit Price Discounts Quality Unit Price Volume Delivery Discounts Volume Time Quality Delivery
    • Use  Variables  to  Create  Value   •  Price   •  Performance  measures   •  Tes=monials   •  Account  support   •  Crea=ves’  =me   •  Payment  terms   •  Performance  bonuses   •  Reviews   •  Volume   •  Brand  image  in  agency  (e.g.  cars)  
    • Tac=cs  
    • Remember   •  Plan,  Plan,  Plan   •  Put  yourself  in  their  shoes   •  What  are  you  prepared  to  do?   •  What  are  you  not  prepared  to  do?   •  Know  what  type  of  nego=a=on  you  want   •  Behave  appropriately  
    • So  you…   •  Won  the  business   •  Know  you  have  to  nego=ate   •  Finished  the  sell   •  Have  a  plan   –  Understand  them   –  Understand  your  aims  and  posi=on   –  Chosen  approach   –  Know  what  to  do/not  do  
    • Simon Brocklehurst, Partner Cell: +1 914 441 6022 Office: +1.914.925.0380 www.thegappartnership.com Simon.Brocklehurst@thegappartnership.com