Negotiation
You always get better results from important negotiations when you engage an independent, professional negotiator to help you and your team prepare for and conduct the negotiation.
You enjoy better structured and more productive negotiations, and achieve better outcomes that satisfy all parties' needs and interests, when you use a professional negotiator / facilitator to facilitate the entire negotiation.
Solutionist Negotiators offer something extra - a broader range of more highly developed problem solving skills that equip them to handle just about anything that comes through the negotiation process.
Good results in negotiations are usually directly attributable to excellent preparation. We estimate that 70% of the credit for success comes from the quality of your preparation (information - analysis), 30% comes from the quality of your presentation (performance - synthesis).
We say: " A competent negotiator, well prepared, should always out-negotiate an excellent negotiator who is poorly prepared".
We ensure that you are both well prepared and well able to make an excellent presentation, and if you need help to make it, we can do that too.
Our negotiation preparation process uses a series of worksheets, based on the CONSEPS model. This ensures very comprehensive and thorough preparation for negotiations.
Our clients usually gain many times the cost of our service through the improved quality and outcomes of their deals - and they enjoy reduced stress knowing they can rely on the support of experienced Solutionist Negotiators who are both on top of the process and at their side all the way.
Our Solutionists use tried and tested, best practice negotiation and problem solving techniques to provide training, coaching, preparation, presentation and de-briefing assistance for all commercial, workplace and other critical negotiations.
The Solutioneering approach to structured negotiation has 4 main stages: Preparation; Presentation; Agreement and Evaluation:
Preparation
- Identify and (provisionally) prioritise your own objectives and interests.
- Reality check and (provisionally) re-prioritise your needs.
- Diagnose the other parties' objectives, interests and needs.
- Gather, generate and/or analyse critical background and supporting information.
- Evaluate the potential impact of macro and micro issues.
- Document, if required, information and outcomes from liaison with Boards, stakeholders, lawyers and other professional advisers.
- Prepare appropriate negotiation strategies, including options and alternatives.
- Train, coach and prepare your team for the negotiation.
- Re-check business and personal objectives and performance expectations.
Presentation
- Support, or deliver, some or all of the presentation for one of more parties.
- Assist the negotiation process, including active or passive participation in main and subsidiary meetings and negotiation proceedings.
- Evaluate progress and key indicators of negotiation through its various stages and facilitate prompt strategic and tactical modifications to planned approaches, as required.
- Guide the negotiation to a satisfactory outcome.
Agreement
- Document the negotiation outcomes as a Memorandum of Agreement for signature by all parties.
- Ensure that all parties understand and agree with the terms and conditions of the agreement.
- Arrange for the legal drafting of a formal agreement, if required.
Evaluation
- Evaluate the outcomes of the negotiation against business, personal and performance objectives and expectations.
- De-brief the negotiating team to ensure their accurate appreciation of the process, to maximise their learning experience and to ensure comprehensive skills transfer.
Benefits
- Higher quality negotiations and better quality outcomes.
- Independent, objective, expert support throughout the negotiation process.
- Expert character and status evaluations.