Negotiation Training and Support Services
- The secret to a great deal is not how good it looks on paper, but how well it works once
the ink is dry. If both parties don’t come out ahead, everyone loses eventually. Just
ask the lawyers who litigate those ‘ironclad’ contracts.
- Purpose: to help organizations improve business outcomes resulting from negotiating and partnering
opportunities. - Target Audience: executives and leadership teams who recognize success in negotiation and
partnering is measured in long term value rather than score cards based on winning and losing. If
your business requires that your partners, suppliers and customers do well in order for you to do well,
then you may benefit from our mutual gain approach to negotiation. - Format: small group working sessions to help individual and team negotiators develop sound
understanding of key joint gain negotiation principles. Programs can be tailored to help negotiation
teams prepare for critical negotiations, developing win/win or mutual gain negotiation strategies. A
combination of team working sessions and individual coaching are delivered on an as needed basis
after completion of an initial assessment of risk, opportunity, current position and probable outcomes. - Typical Areas Addressed:
- How much of your success is dependent on how well customers, suppliers and partners
succeed? - Do your key customers feel as though you are truly there for them?
- Do your key suppliers feel as though they can succeed while supporting your success?
- Do your partners experience true joint gain synergies working with you?
- How do you create negotiation strategies so that both you and your partners develop long term
value together? - Do you leave money on the table?
- How do you achieve a good outcome when the other side has all the power?
- What do you do when the other side employs difficult tactics?
- How do you create internal alignment with senior executives before negotiations begin?
Bishop & Bishop
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